The System That's Adding $100k Plus To His Company

Alrighty, welcome everybody. Welcome, welcome, welcome to a much anticipated data sift by bi-weekly mastermind uh for April 28th, 2026. We have pushing 90 people in here so far. We got a handful of notetakers, but today is going to be an awesome call.

We got Mr. Phil with us today. Um relatively new user, handful of months been with us. Um, but when he implemented, he hit the ground running. He's made a big impact in the community. A lot of you guys are in here know him. You guys are in masterminds with them. You've worked with them. You're in the deal room with them. You're in the challenge with them. He's been extremely active and his company's been also extremely active.

So, today is going to be a full breakdown. Um, we're not limiting limiting to any specific questions. If you guys got topics we want to talk about, it's an open room. I have some guides along the way that will kind of keep this conversation flowing. Um, but if something pops up and you just need to know an answer, feel free to raise your hand, reach out in the chat, and we can just have an actual mastermind here.

So, Phil, thank you for hopping on today. Um, you've been on fire, man. You posted in the deal room yesterday that you had two possible contracts on a Monday. It looks like one might be falling through.

>> We'll get it.

>> You posted We're just playing hard ball with that one. We'll get it.

>> The other day you posted you had like four contracts in 10 days. You know, these are numbers that people want to achieve. Some people may have already achieved them, but these are really exciting. So, let's talk about that. What's up with this this high pace, this high deal volume? What's what's the the deal behind that?

>> Honestly, we're just executing on everything that we've been building up to in the last few months. So, like I said, we I've been doing in business for 30 years, real estate for 15. uh kind of got out of the fix and flip game for a little while, came back to it. Uh this is my first time ever going direct to seller. So we actually did uh the results driven group and I've been vocal that I love that group and kind of learned that process. That's when I went to the first first day challenge and understood the process. Took our time with it instead of just jumping in. Had a little cushion that we were able to do. So we built our stuff out the way we wanted it to be and waited out the holidays and then in January we jumped in. Obviously the fruits of our labor from January and February is what we started to see in March and April. So we started out with our first goal of having one deal a week consistently then went to two. Uh it's actually the name of our Slack group for acquisitions is one deal a week first then two. just got renamed to three deals a week because we're on our third week in a row or second week in a row of hitting that on our way to our third. So, honestly, I don't have some real sexy like do this, do that. It's systems and work is really all we're doing. Setting the systems, paying attention to them, adapting, changing a little bit. We kept hitting a wall at this spot, but this seemed to work. We pivoted. One of our big pivots was moving to old people. Um, seniors are selling their houses like crazy right now. We've been hearing for years and years and years was going to happen. We're seeing it in our market. And so, my dad is actually one of my closers. So, we send the silver fox after them every time. And we were locking up a lot of those.

>> Awesome. Okay. So, let's talk about these systems a little bit. How much has the system changed from the one deal a week to this three deal a week Slack group? What is the system? What is what is it that you're doing that's providing this like regular flow?

>> So, some of it is time and attrition. You know, we uh we rehash fairly re regularly on our stuff. So, stuff that we worked in January, we were working again by the middle of February. So, we not we're going to work it till it's dead and then we're going to kill it and move it aside. So, we were constantly making sure we don't let things go. being a little more creative with how we talk to people um and how we interact with people. It's always been everybody's goal to get them on the phone, to get them on the phone, to get them on the phone. We changed in February and said, "We need to interact with people. We don't need to get them on the phone." So, we leaned into texting with people. They were just more comfortable texting, especially after the Apple update and some of those things. people were more. So, we've actually got one deal back in March that we gave them an offer with a halfass process call be a text message. Gave them an offer that got close enough for us to get them on the phone and actually close the deal. But the traditional mindset is you have to talk to them. You have to I need five minutes. I need they weren't going to give it to us. So, we've pushed engagements. It doesn't have to be conversation. We we've changed it to engagements and we're getting better results with people that way. We always have to get them on the phone, but if we get them on the text first, then we can get them on the phone second.

>> So, it's initial contact, whether it's through the text or the call or direct mail. You You got the initial contact, the correct number, the however you want to look at it, but then you're just okay with having these conversations of through text.

>> Yep. And they'll last for a week or two before we can get them to That's fine. is and so that's what we spent a few months building up that pipeline and now now we've got like little acorns tucked away over here and tucked away over here that we know will turn into deals. Uh we'll put out some offers and knowing we're not going to get the offer here saying let's put this out now knowing that we got something working in two or three weeks. So a lot of psychology is putting into it. My dad's got 40 plus years of experience doing sales. I've been 30 years of, you know, interacting with people and being in business. And so, just knowing that we don't, and that was a change for us that made life easier. We need we were getting one deal a week. We needed one deal a week. Now, we're getting we still need our deals, but we don't have to chase them as much and we can operate more efficiently.

>> Okay. Okay. So, you mentioned um you were new to direct seller. It's the first time I ever done it. I bought I shouldn't say I bought a couple deals off of like we were flipping a house and the neighbor comes over and we ended up getting that. But marketing this first time, everything that I bought over the years was either on MLS or through wholesalers.

>> Okay. And it almost makes no sense to ask you how it's going because it's going well.

>> it's picking up.

>> And you're marketing. You said old people. So probates.

>> No, I haven't actually started probates or first to market. We're doing

>> foreclosures and stacked niche lists. Um, perfect example, one we were working this week, we started yesterday. Uh, actually two of the deals we got in the last week and a half were actually already on this list. When we pulled, it was AI data 90 to 100. Um, then we do like standard 2010 or older 35% equity. Then we did stacked, absentee owner, and vacant.

>> Okay,

>> everybody on that house pretty much is going to want to sell their house at some point in time. And it was a small list that I could have one person click to call through.

>> Okay.

>> And so we do a lot of those type of things. So I have a bolt caller, you know, bolt coal calling company, um, a new one that is doing really, really well. And so they are doing that stuff. And then my team focuses on one of them is followup on everything all the time and the other one is prospecting these really super niche lists into leads.

>> Okay.

>> And we're about to hire another person next week to do the same

>> and it is just because I I think I recall you mentioning you haven't actually started any sort of county level data yet. You're just doing data.

>> We're building stiff stack right now. We got our main county done. We're working on the rest. But yeah, I haven't done for because I already had a team of two closers when we started and I needed to keep everybody busy. So, we started out with some PPL and cold calling and for some volume and started to get that. But I like the cold calling. Uh it just seems the cold calling and texting. It's not bulk text, but it's it's definitely text.

>> Okay. What does that initial text look like? Um there's a couple of them. The first time through is, hey, my name is Don. I'm going be calling you. Um what you know in a few minutes. So what we'll generally do is text 10 to 15 minutes before we call, then call, then send a follow-up text. Beyond that, we kind of put together if this then that type of scenario with the text, which I'd love to say I was the marketing genius that came up with it. I actually had Claude do it for me and just asked it. And then we adapted it to ours. Uh sometimes we'll try some little quirky things like you know, hey, we're not calling about your home warranty or any, you know, just different things like that. See what's working and from list to list and time to time you kind of catch them. So we'll keep kind of master list that they just text and pull from. And then we're actually working now on having Claude be the one who does those texts for us. So, we put it all on one SIF line board that says Claude text, then tell it to go text those. It moves it into clear to call. They call it, move it to the next one. It sends the text and then puts it back to the board it came from.

>> Almost done with that one. It works, but it's a little clunky. So, we're getting there.

>> That's all that matters. It works. Um, okay. So it did and and to go back to that initial question and Peter we'll we'll we'll get you in just a sec. Nothing has changed though between the one deal a week to the three deal a week other than just small refinements like was there any like real like

>> better leads better leads and more leads? That's it. So the system just got better and better and you just as the data was in there and your rehashes you were just you've built

>> yeah I'm sure we're better at our sales process a little bit you know but just through but we didn't change anything like nothing was like aha we got to do this we just you know getting a little bit better each day um learning our processes but we meet like every morning we go through the sif line together like all through all of us is it what is up with Henry why why is Henry still jacking around over here or in fact I'm actually going I'll be in the market. We're mostly virtual but I'm be back next week. I'm trying to set up a meeting. We've tried to close this guy for six weeks now. He's ready to sign. He needs a place to go. He doesn't get around while I'm about to put him in my truck and go find him an apartment so we can close that deal. So that mentality of whatever we need to do works

>> that See, that's a really exciting answer to me is that nothing's changed other than you just you're getting better at at the system. the process. Do the work.

>> Awesome. Peter.

>> Yep. Uh, real quick, um, Phil, I know you mentioned that you have or you text him like 15 minutes earlier before you call.

>> Um, do you I guess like have Claude as like a skill or do you have it as like an automation like SIF stack where it's like just automatically running?

>> Yeah, I have it as a skill. I I think we can automate it. I wanted to perfect the skill first to know it worked and to make sure that we didn't over complicate it. You know, it seems like it would be a great idea, but by the time it's all said and done, if we didn't actually save any time and effort, then it wouldn't be worth it. And that's happened to us before. So, we're

>> it seems to be worth it. So, we're going to finish it up as a skill. We're actually doing a couple other automations right now that I have one person dedicated to. So, once he gets those two done, then we'll probably turn that into an automation.

>> Mhm. Okay. So we'll just say like to implement it um just create the skill and then have like a VA

>> uh so our fuss actually goes in and he says you know hey run the whatever we called it claude texting skill I just put 20 records into the claude text board and then it does that and then once he's called through them he puts them in the follow-up text says to do the same thing and it said so it takes two manual inputs right now and we will once we've perfected it then yes I would do it as an automation but I wanted But I've had that happen before when we tried to automate before we knew what we were doing with it and it was too clunky.

>> Oh, okay. Thank you,

>> Marla.

>> Um, I had a quick question. So, you said that you are doing bulk dialing. How many records are you sending to that outbound company?

>> So, they requested me to send it quarterly basis. So, I sent them 60,000 records.

>> Okay. Okay. And it was a mix of AI and stat niche.

>> Got it. And then um so you're saying that you're having a lot of success because we've tried two different companies and they both flopped and they blamed they blamed it on my market which I've been in the same market for six plus years. I've made

>> Where are you? You're Florida, right?

>> I'm in Florida. Yeah. Okay.

>> If you message me in Slack, I'll send you somebody.

>> Okay. Awesome. Thank you. Simon,

>> what's up? Good morning, fellas. Um, hey, Phil. Um, you said you had two acquisition agents when you first started or when you started marketing in this. Are they local or um are they like uh virtual overseas?

>> Everything's virtual for us. One of them is my dad. He's in California. And then the other one, his name's Nico. He's in Colombia. And we have a third person we're getting ready to start who is from Honduras.

>> Nice.

>> We've been having more luck with, you know, Latino VAS than anything else lately. It's just been what's worked for us, especially on calling. The accent fits our market better. Uh it's not a heavy accent by any means. Uh and it's just a better cultural fit. Um, Nico can understand sarcasm better than the people that we've used in the past from the Philippines or, you know, uh, even I've heard some people in Egypt. So, it just kind of fits us a little better.

>> So, do you get the um the do you get or hire them through those that process that um in the fiveday challenge that

>> that's the onboarding process. Yeah.

>> Okay. Okay. All right. Got it.

>> Is to go through the challenge.

>> Okay. So like uh Indeed, etc. that you go through to get the

>> Oh, no. I went I actually use a service called remotelatinos.com. It was it's it's kind of the same. They just automated the process and it was very inexpensive and it's $97 a month when you're active on it.

>> Okay, cool. Appreciate it. Thank you.

>> Something I want to touch base on is um you know, you mentioned 60,000 records quarterly, I think. Um, but long prior to that, you mentioned how heavy you are in rehashing the data. You're not just

>> cycling this data. You're working it and you're working it and you're working it until you just keep pulling more deals out. So, I want to make sure that that your process is really clear, not that it's go get this cold calling company, give them 60,000, and now you're g and use AI and now you're going to get three deals a week.

>> Um, so if you have clear that

>> process, yeah, that's the process side of it that I mean, I'm not doing anything innovative. I'm not doing it. We're cold calling and that's it. Literally, I don't even We've tried to mess with a little bit of mail that we're doing, handwritten, but like a few hundred bucks. Um, all of what we're doing is cold calling. We're just like we said in the beginning, the process we're each one going. So my lead person, my dad, he that's what he does is follow-ups. It's active follow-ups on this is about to become a deal or that these people said to call them back in a month, so let me hit them back in three and a half weeks. You know, that type of stuff or they weren't motivated, but I know they have to be motivated, so we're going to put this on. Those follow-ups are what are the deals because most of the stuff you're going to get from your cold callers, pardon my French, they're just shitty leads. You have to turn them into something. They're going to give you one out of every hundred. You got to turn one out of every hundred into one out of every 40. And you can. You just have to really work it.

>> Perfect. Thank you. We're going to beat that horse dead today, just to make that clear. So, thank you. I might even We might even touch that.

>> The first deal we signed up in January came from a November PVL lead that I bought.

>> The old data, guys. The old old data is full of deals. All right, we got three questions lining up. Tony,

>> so um

>> thanks for sharing all your all your um your your your situation here. I'm wondering like when you say you you are giving your coal calling company 60,000 um leads per month, is that is there that many

>> per quarter, is it that many leads per uh for the counties that you're in in the in a quarterly basis? Yes, we're we are hitting our goals with our the amount of leads that they're giving us. We're on I actually upped it for this month. So, next month or next week, we'll start to get a little more out of them. And that's that's systems and tracking and understanding what's working and what's not working and doubling down when it does and pulling away a little bit. Don't reinvent the wheel every single month, but if something's working, lean into it.

>> Okay. I think you were coming up with your own combination of distressors, right? To be able to pull that many leads or is it because using the AI stuff now or

>> I this is our first month using AI in April. Uh and that gives you a lot. But we for the cold calling stuff, we don't whittle that list down too far. Uh they need the bulk data. They need a lot of data. So we put we exclude the war zone neighborhoods that we don't want to sell in. we include or the real high-end stuff and we put in I I don't do that zero equity creative stuff. So, we put like 30 35%.

>> And then I put 2010 or newer just as redundant or older, excuse me. And then after that, it's pretty much stacked and go because if you start whittling it down too much there, you're not going to have enough records for them to call.

>> 2010 is your cut off. It's It's got to be older than that. Is that what you're saying? It's got to be older than that. Yes.

>> Okay. And um another question I have is that I it seems like you're buying a lot for your own rehab, right? You are you not

>> like you do both? Okay. Uh yeah. The reason why I'm asking the with the first part is that I'm wondering how is your offer compared to other investors offers? Is it could that be part of the reason like are you paying higher?

>> No. Uh so for me, flipping company is separate than the wholesaling company. Uh even though they're both, you know, under the same guys, there's two separate. So we actually will wholesale the deals to ourselves. So if it So that way we can a uh so we can generate cash flow along the way. I you got to pay marketing bills when they're due right now. Um whereas you don't get your flip done until three months later. So if I can wholesale to somebody else, I can wholesale to myself. So, we always wholesale from one entity of ours to another entity of ours. It helps our cash flow cycle and it um keeps us competitive.

>> Okay. So, you're not paying more than others. Okay. Thank you.

>> No, not at all.

>> Yeah.

>> And I would add, it actually sounds like Phil's list he's building is basically the same thing we teach in our one of our other live calls, our market analysis training.

>> that's literally where I learned it.

>> So Tony, every every other week now on Wednesdays, we do a market analysis uh live and Tyler will use data sift to do market analysis with our market finder tool and our sold properties in our SIF map and attendees when they go can actually pick the market he does the analysis in. So, if I remember correctly, I think Phil was one of the people that was like, "Do my market." And

>> no, I never got I was never in there to get mine done. I saw everybody else got

>> when you hop in there. So, next week we'll have it when you hop in there, Tony. Try and make sure you you voice your that you're there and

>> and we'll do a full one for you, man. We'll get you the exact list you need to be pulling

>> um with a lot of data back.

>> You did one this week.

>> So, this week is lead management. So, same same story. Like if you need to button up your lead management and see how you can use SIFT better, like hop into tomorrow's call. We'll post these links in the Facebook group.

>> Uh John,

>> thank you.

>> Yeah. Hey, Phil, I know I know you mentioned you do uh text and calling. Now, do you as far as mailers, are you doing mailing as well? And what kind what are you using for mailers?

>> I'm not. The only mail we're doing is on some of our first market stuff. Um, we'll do hand little handwritten out stuff. Put an envelope kind of like Ty was talking about he does with those bigger packets. Put an actual stamp on it and put it out. We've been doing it for a few weeks. Um, probably have 150 200 pieces out. So, haven't got anything out of it yet. Uh, I'm not a huge believer in mail. Mostly because long time ago when I thought I could go direct to sale seller. I've hired some mail company to go send it out for me and that was like $10,000 worth of nothing. So that was my fault, not theirs. But I we've just it's working for us. So I'm not I'm I liked the PBLO a little bit, but it was a grind and I like the cold call and that's keeping our pipeline full. So I didn't want to mess with mail to be honest.

>> Okay. Thank you.

>> Key point. I like how I I feel like I always have something to add to or mention is explain why you're at least only doing it to first market. So, we we're doing it there when we can't get a hold of anybody because those are the hottest leads. They should be the most urgent to do it. Um, and so that's why we're giving it a whirl on just those. Um, or if we get to a spot and it looks good on one that we could do, but it's usually foreclosures is about the only thing we're mailing to.

>> So, John, he's referring to his his I don't know if how embedded you are in the CIF community. He's referring to his data he's getting straight from the county,

>> right? No.

>> So, like the second it's released

>> first to market.

>> Yeah. So, direct mail and is his is first to market. Um, Okay.

>> I just don't do any bulk mail.

>> Okay. Is there like for your first to market? Are you just doing the handwritten letter or

>> Yeah, it does. It's It's less time consuming than it sounds if you you know do it every day or every other day. It's 10 or 15 minutes. Papa, write it out, stamp it, stick it in the mailbox, and it goes.

>> All right.

>> Well, now as far as I don't know, I know there like is it any other mailers besides that first mailer? Are you doing one monthly?

>> I'm not. We We're just testing it out. The only thing we did change was Ty had put his up on the one two challenges ago and and then Hector put it up too. They had those little thicket packets that they were sending like 15 pages and first class. So, we actually took a guy made a guide off of those and then turned it into a QR code that we put at the bottom of our thing so we can kind of send the guide for free. Uh, but they can just click it with their phone and take a look at those things. So, just to try to keep cost down because they get up there on mailing.

>> Okay. Thank you. Awesome. Sean.

>> Yeah. Hey, Phil. So, um, out of curiosity, have you gotten any call backs from any of those mail pieces?

>> No, it's only two weeks in, though. I'm not going to lie, or three weeks, something like that.

>> How how long like how um and I don't know. I've never done mail uh myself, so I'm not sure how long you have to wait, but um the only thing that's been holding me back so far is like the cost of it. So, you're saying that you don't send out that packet that you I think you said you have a QR code. Is that what you said? on your on your thing too or

>> Yeah, just create that same thing and then we actually just took that as one said hey make something like this here's our website or you know points of reference to Claude and say make one of ours give it your logo and your branding colors it'll make you a landing page and it'll cost you a couple bucks to host it and you're done.

>> Okay. Okay. And then so what what market are you in again? Casey, Kansas City.

>> Okay, that's what I thought. Um, so then did you have it like, uh, obviously because it's it's kind of geared toward Tennessee, you just like, um, yeah, make it for, you know, make it accurate to this market and whatever and it changes things up. Okay. My real question is, uh, thank you for that. Um, my real question is though, I've also done PPL. I've gotten a little bit of, uh, you know, traction out of it, but a bunch of leads that are just kind of sitting there. So I am trying to go back and do the rehashing of the data. Are when you rehash things, is it kind of similar to like the rehash sequences that are in SIFT or uh how does it kind of align to that? I'm trying to figure out the best way to do the work.

>> Yeah. So yes, we do ours a little different, the same general concepts. Okay.

>> But just what works better for us. So we actually created a board on the sif line for like longer term followup. We call them. We have a mid and then along. And so if it's like 30 days out, we'll put it in there. Um and then we can kind of work it through there. It just helps us keep eyes on it. We'll, you know, when we have some bigger lists, we'll work those through the records. But when we're working these things that we're considering leads, we like them to be in the sif line. That's just us. I know not everybody likes that, but we like that because keeps it like in in sight. It keeps it right in front of you that it's right there. and we're moving it through each one of those processes. And so that's how we track them. But it's the same general concept of hit them here, hit them here, you know, that amount of time. Just use your that whole stab them mentality and make sure you put on there for the next one and you just that way.

>> Yeah. And out of curiosity, how much like how how when you get them on the sift uh the line and it's in a phase, like how many is too many to manage for you guys? my acquisitions guys is already complaining about like 15 20 in that list and I'm like that's not very many. You should be able to click and drag those all along all you know all day long.

>> Yeah. Generally speaking each any individual stage is going to be anywhere from 15 to 50. Um but we probably have more stages than you do um could be part of it. And we have a lot I mean we have a first to market board. We have a lead management board. So there's each we we break it down a little bit more in there. I just like I said, we like the visual. Uh they weren't the same as what the you know, like Tyler does in in the records and Ty uses in the records and most people do. I just I'm stubborn and I like to the

>> Yeah, I'm I'm a little more visual myself. And so, are you able to get more than four phases on any one board or do you cut them down? Oh,

>> I have like eight or 10 or 15 phases on it.

>> You scroll through them. You just work them across the board.

>> Okay. Interesting.

>> The key is to get it from one end to the other. Right. By the time you get to the other, you either have a deal or you have a dead deal. And so then you stop wasting time on it.

>> Okay. Okay. Cool. Yeah. Because I'm the problem that I'm having is that um I can only see four phases and I don't seem to be able to add another one onto

>> a common This is a common thing and it's so funny because

>> Well, I was going to say I was going to hit up support, but if you could help me right now that'd be awesome. Dude, I'm I can help you and you're gonna face pal and I'm gonna feel bad, but also it's gonna be funny.

>> Okay, cool. See, that's that's

>> literally just a shift scroll.

>> Hit shift and scroll with the wheel. Yeah.

>> Okay,

>> man. When people find out that that's all it takes and they're like, "Holy [ __ ] like I could have been using Sifline with like a bunch of things on it." Um, yeah. The shift and scroll.

>> If you click on the board,

>> Yeah.

>> then you can use your arrow keys.

>> Yeah. Okay. All right. Right on. Thank you very much. appreciate it all.

>> Rukia,

>> hi Phil. Um, hi Ty. Phil, I've spoken to you in the fiveday challenge. I was with you on that. Um, you

>> I remember.

>> Yeah,

>> it took until day three or four to get your name right, I think.

>> I know. And uh it was um it was really really um inspiring hearing your story and you know how soon you picked it up and all that. Uh you just mentioned in the in the early um you know in the call. What kind of list do you tackle first? You said foreclosures. I wrote it down but you were very fast. So 30% equity or 35 you said and then

>> yeah that's going to be somewhere that's going to be a market thing. You know the some markets you can go a little lower because the dollar values are higher. Correct.

>> Um us we shooted it right about between 30 and 40% depending on what kind of list we're

>> You said something else after that. You said foreclosures. You said 30 equity.

>> Oh okay. So we'll always do 30 equity. We always do the 2010 and newer. And then from there it just depends what kind of list might just pull a straight stack niche. And then I like to put the stack niche and then go and add another we added absentee owner and vacant at the same time.

>> And that I mean think if you're that person

>> got equity you got a house that you don't live in house that's empty you know then you can even put on a foreclosure. So you can start stacking those to get them down. It's going to depend on your market and how big of a list you want. You don't want that list to have 2500 names on it because you can't call through that. So we kind of treat those special lists like first to market in terms of the execution of how we call them.

>> Okay. So you're doing first to market first and then you're doing the niche leases list.

>> We're starting we're literally starting first to market this week.

>> Okay.

>> B with what we had in our system already. Trying to add on first to market was either going to detract from what we were already doing or waste our time not being able to put in the work for first market. Now we built up to where we can handle the lead flow.

>> Correct. Thank you, man. I appreciate you.

>> Thank you.

>> Okay,

>> Matthew.

>> Hey, how you doing? Um, my question is is I am like the launchpad uh blueprint. Um, you know, I I clo I've closed a small handful of deals, just melted marketing on, you know, shitty lists on like Deal Machine, PropStream, you know, just melted, you know, use it used the cold call company. Um, and I watched the 5day um, deal uh, flow challenge over this past week. Um, I watched the recordings. Um, very impressive stuff. Um, I got a deal closing this week and then I'm I'm planning on getting in the deal room and you know the the deep prospecting part of Claude is just so cool to me. Um my question is is for first to market um as far as budgeting goes and mailing um do you recommend and I I'm sure it varies based on people's budgets but like if someone says has like a total of between like you know 12 13 grand you know they want to stay lean close a few more deals and do first to market. Is that easily enough to just do mail in your first to market and send those, you know, 50 cent or a dollar mailers to the ones that after you call them a certain amount of times or is that like I shouldn't go right into mail is my question.

>> For me, mail is an add-on. It's not the driver. That's me. I know a lot of people doing more deals than me. All they do is mail. So, I'm just speaking for me. I'm not a huge mail guy. Um, that's why we lean into text and that. I just think the world's kind of moving in those directions. But is it just you by yourself?

>> It's it's just me.

>> Okay.

>> I would put your money in. For me, it was cold calling. Getting the right cold calling people and and and putting in the effort there. And you can sprinkle in a little PPL to get that close that cash conversion cycle up and then go into it. first market works, but are you where what market are you in?

>> I'm in Atlanta.

>> Atlanta. Uh so that's big and there'll be a lot of data and it's competitive because there's a lot of people there,

>> right?

>> Uh and so it's going to come on, but it's you can definitely do the work there, but if you're trying to launchpad into the next one quickly, you're going to need something that generates you some quick leads, too. PO and cold calling work well for us.

>> Okay. So, you're saying maybe don't jump right into mail unless it's maybe like a deep prospect or

>> deep prospect. Yeah. But I mean, you're talking hundreds of dollars a month on that stuff,

>> right? Okay. Yeah. If you're saying hundreds of dollars a month if I weren't if I were to just mail them every time we couldn't get after those touch. Yeah, that's what I was thinking because I I was setting up the um niche sequential last night and I was thinking like, you know, that mail probably adds up. Um, and I had my limit at three, but yeah. Okay, I got you. And then lastly is um I guess I'll I'll I'll be on that call tomorrow for the uh lead management because this is all so overwhelming. Like I'm very used to like reimply. It's just very like it's very uh I don't know like this just is a little more complicated. I just kind of have to get used to it because my thought process and Phil I messaged you the other day. I was like I might as well have all of my leads in data set. It just doesn't I feel like that creates so much friction if I'm going back and forth between both CRM. So, if I want to really automate it as much as possible and take advantage of claude and and everything, um, you know, make it easier on the future VAS, everything, it it kind of makes sense to maybe just keep it all in data sift. So, I just have to I

>> Yeah, that's what we did. It worked for us. Um, I'm don't like that's a lot of moving parts to have different ones. I get why some people can't, but you're not in a spot where you probably have 400,000 records and it would be hard to move. So, if you're at the now's the time to do it because it's easier now. That's what was easier for me. I didn't have to import all this stuff. I was building out. So, I get that. But I don't find it as confusing and overwhelming. uh stop and just and I think this week is lead management, but the following Wednesday is the one you're gonna want to do, which is where he's on the M and he builds out the list. That's literally

>> that was that was kind of an eye openener for me. I did that one right

>> when you started it like in December switching over to that way and I did the first one and then I did the second one and then I spent like three weeks just doing that every day.

>> Right. Okay. Gotcha. Gotcha. Yeah. I got to just get used to like the sift board because it's like, you know, you got just the multiple lines. I'm It's just a different visual than what I'm used to. I just got to get used to it, you know? So,

>> yep.

>> All right. Appreciate it. Thanks, guys.

>> Yeah. And yeah, definitely hop on these Wednesday calls just because, you know, you get to hang out with Tyler who's actively doing a large amount of deals with first to market. Um, very small team. Um, and just to preface what he's going to tell you is the direct mail budget shouldn't be super intimidating. Just because when it comes to like the first to market niche sequential stuff, you're only you're filtering your your large data set down to such a small data set before you actually send them mail. And that's for the sole purpose of let's get the deals out of the out of the data set with the cheapest touches with that calling with that text. And then those people that we're not reaching at the end of the day, week, month, quarter, those are the people that other investors also aren't reaching. It's probably a good idea to send them mail. Um, and then you can manage that budget however you need to. Um, but as long as you have a process to touch back on to his rehashing, some sort of process to manage the people that you're not reaching through your marketing attempts, you're in a good place and you can always improve it. Um, so scale it to your budget accordingly. But if you got a list of, you know, 100 people or so over the past few months where you're like, I can't get them on the phone through text, through call, voicemail, nothing. Chances are, man, other investors aren't either. And it might be a good time to either knock on their door or or send them some mail.

>> Yeah. Yeah.

>> And don't forget to work your when you get return mail, that's also liquid gold as well

>> because you now learn because you learn something. It's vacant. they don't live. You're going to get something on that tag that can help you red deep prospect them.

>> Yeah. Yeah.

>> Or to stop wasting time,

>> right?

>> It could be at this point it's dead to you. So stop wasting time.

>> Yeah.

>> That's one of the reasons we text is not just to get higher engagements is to have higher efficiencies. Same way reason we use trestle. You get the efficiencies of it. If somebody if you send a message and they tell you to f off in the first 10 seconds, you just saved how many countless calls that you were gonna get nowhere on,

>> right? Yeah.

>> And so that that's for us what we're really, you know, the goal of all these things is just to be efficient. And then it's either to continue to work the same amount of hours and make a whole bunch more money or work half as much and make the same money. You know, that's what the efficiencies will do to you. That's where the texting and the paying attention to those little things. Rehashing stuff. I mean, kind of rehash out of I knew it was a good practice, but also necessity, so I didn't have to spend even more money. Um, it was there. You know, I know some of y'all cats said, "I would love to have access to your CRM. I'd be I could retire off that sucker rehashing those things because mine's new. Mine's only five months old. Imagine if I had a year old CRM. All the money that's in that thing. So, there's money in your in your CRM.

>> Yeah. Okay. I appreciate it, guys. Thank you.

>> Yep.

>> Uh, Simon, I think that was the

>> I have a question for you.

>> Put you guys in order. I don't know.

>> Yeah, Simon, I have a question for you first. Did you catch that tuna back there? Is that you?

>> It wasn't me by myself. There was six of us on the boat and it took all six of us passing the the the pole around umh to get him because man once you lock onto one of those um you you can fight him maybe three to five minutes and your arms are just it doesn't matter what you do how strong you are you can't overpower that thing. So um we've learned that if you try to hang on you lose the fish because the the sharks will come and and get them. So, uh, you got to you got to pass it off and and try to get him in and then like once you get him in closer and then he runs again and it's like, oh my god, all this work for for nothing, right? And uh, but it Yeah, it takes all six of us to get him on the boat, man. It It's a lot of work, but it's so much fun. It's like it's such a an adrenaline rush. Uh, so if you guys ever want to go uh offshore fishing, the the place to go is in Venice or or for tuna. It's a Venice, Louisiana. It's on the tip of the boot.

>> Yeah, I know.

>> That's the tuna capital of the world, man. So,

>> very cool.

>> So much fun.

>> Yeah.

>> Um, cool, man. Phil, man, I I really appreciate you and all the things that you're giving back to the community and stuff. and I just want to let you know how much u I appreciate

>> appreciate it. Yeah.

>> Um so, uh my question is, um and it's just to piggyback on what Rocky um said,

Uh, I asked you earlier and you mentioned that your equity, uh, when you're filtering out the, uh, uh, absentee and stack, uh, and vacant and stuff like that, and you, you search for 30 to 35% equity. That doesn't sound like, uh, a minimum of 30%. You can go higher from there, but just a minimum of 30.

Okay. Okay. Because and with that said, at 30, 35, 40%, is that enough juice to squeeze or, or you know, for a cash deal, or you doing creative financing?

Also, I absolutely do no creative financing, especially in light of recent events. I don't want any part of that. That's why I set the minimum. 30 is going to be the minimum for a lot of people. I think there's enough juice. Some there won't be. It's going to be a little market specific. I think Tyler does 40% if I'm not mistaken on his. So, you've got to know your numbers in there. And you want to go probably slightly below where you think it is because a could be, you know, that number is not going to be 100% accurate and b, you know, maybe the house is in better condition. So, for 30 has worked out well for us, but like I'm not buying upside down. I've got one now. I mean, this little girl, she was gonna make like 28, you know, take home. She ended up having a $20,000 forbearance on the whole property, uh, that she didn't know she still had to pay. She's walking away with eight grand and she's happy. So, it worked. I have a decent deal that, you know, we're going to flip it and make about 25. So, everybody was happy. So, we set those there just to get the ball started. Sometimes they're not going to work out, but if you set it at 40 or 50, you're probably leaving meat on the bones. That's why we shoot for 30.

Okay. I'd rather spend 10 minutes making sure that there was not any meat there on the bones that we could take than to not have a chance to do it and miss a deal.

Yeah. And that's that's on the, uh, stack niche data only, right? Because, uh, foreclosure, you're going to have to give a lot more, go even deeper.

Yeah. Foreclosures, that's just on the stack niche or the AI data, uh, that, or when we're pulling our custom list or whatever, we always put that down there and that way we don't end up getting a deal where somebody, because I had that come up one time in the very beginning and guy, I mean, he probably had $10,000 worth of equity on this house. He bought it like a year and a half ago. So I haven't messed with it, but it is one, I think Tyler does where they'll put, you know, have to have owned it for X amount of years. Uh, I do it with equity, but you could do it that way, too. And and some of that was going to change over the coming years because, you know, what happened between 2019 and 2024 isn't going to happen again. So somebody who bought in '23, '24, they're going to have a longer runway and so you'll have to change that. But that's why I don't do the time frame ones right now.

Right. Got it. Cool, man. Appreciate it. Thank you.

Johnny.

Hey, Phil. Thanks again for, uh, giving us this info. Quick question. Can y'all hear me?

Loud and clear.

Oh, okay. Okay. Yeah, I'm still messing with this, Matt. Quick question. Um, with the AI data, did you get AI data for all five of your counties or just one of the five?

Just one for now. I'll probably add another one in June. Um, it's a lot. Uh, I'm so thankful that I listened to Tai in the very beginning because I had the budget to buy AI to start out with and it would have crushed us or we would have just pissed away a lot of time, effort, and money and not done them. AI is a lot of really good, cool data. And I'm even seeing it in deals that we're getting. I go poke around and see what list they were on and what AI things are on. And so I can see the power in it, but you got to have the the the team and the infrastructure to support it. Uh, because a, it ain't free, as you know, and b, it's, it's a lot. So if you don't have the infrastructure to support it, it couldn't, I couldn't do, uh, five but counties if I wanted to. So, but now I'm hiring literally another person starting next week so that I'm ready to bring on the next county in June. So if you layer it on, layer it again with the systems, it works, but, uh, if you go too hard too fast, you're just going to piss money away, to be honest with you.

Okay. So with that product, but in the, in being able to support product?

Right. So with that one county of AI and the other counties of, I guess that you had the 50 to 60k to support your cold callers. So you, in your mind, are you bringing on the next county because you feel as if you will not have enough when the next quarter comes around?

Incremental growth. We're going to do better next quarter by adding or next, you know, in June by adding in another AI county, but the team that I have currently can't support all of what they're doing already plus more. So, that's why we're bringing in another person.

Okay.

I'm not bringing in more data because I need more data. I'm bringing in more data because I want more deals and I need somebody to mine that data for the deals.

Gotcha. And that's what I wanted to be clear on. And then the next thing I had, have you thought through what your process flow is going to be once that bulk company finished dialing for that quarter? Will you then SMS blast those people that didn't raise their hand or will you just put that to the side and just let it cool off for a minute? Like what do you think your next process in the flow is going to be?

So, we'll look through, you know, what they called and what hit and, you know, all those. Um, I, I don't know the full answer to that because I need to see in May, I need to compare the amount of records that I had in the AI versus April because remember this is our first month doing it and understand what the delta is between those. So, I'm adding X amount already on

of new, you know, new data from the same poll. Does that make sense? So, I'm going to hold the same list in in May as I did in April, but some are going to fall off and some are going to come on. So, I don't know what that number is of unique records yet.

Once I determine that, then that's where I would do. But to with those people, if they've called through them, um, that many times and they're not getting through some stuff, we, we'll try to mine some of that out. But again, 60,000 records is not something you can whittle down. That's why we start with the cold callers.

Gotcha. All of those leads that they're bringing in, uh, are in our system now and those are being worked. Um, we've only had a couple bad ones. Everything else is stayed in the system.

Do they, do they not notify you that it's a lead and it's indicated in CIF or do they send you like a notification through Slack or whatever to let you know this one is a lead? Pill it, pick it up.

Both.

Both. Okay. They notify us, um, and then we, they, uh, through Slack and then they send a zap that goes right into our account.

Gotcha. Okay. And the very last question, I'll let John come up here. Um, when you send over the 50 to 60k, is it just a big dump or is it like this 20 is AI, this 20 is stack? Like, cuz on your end you can keep up with it, but are you keeping up with it with them so they know what they're calling?

Yeah, we sent five lists, one per.

Okay.

Okay. Okay. Gotcha. All right. Appreciate that, Phil.

I don't know if we did it for any other reason than that's just the easiest way it was for us to do it. I do want to keep a little bit of track of it, but

I know which county the property's in. So, by default, I already know what, what list it came from. Does that make sense?

Gotcha. Yeah, that makes sense. I was just wondering so that they can tell you it was this lead was from this list, that list, or if it was just a bulk and you just pull it up on your end.

I will say that this company did say they had worked with data flick data in the past but not the AI data and they were pretty impressed with it too.

Like we were getting really high connection rates.

That's what's up. Thanks, Will.

You know what? And remember too, guys, when whether you're hiring a cold calling company, you're doing the cold calling yourself, or you have a cold caller for your company that is on the team directly, we need to understand how many correct numbers, wrong numbers, dead numbers, not interested in DNC's are happening. We need to have that disposition on every phone call. Whether you got 15 people for a company that are calling for you or you got one in house or it's you, that information is going to make your next steps much easier to determine. Um, it's going to save you a ton of time in marketing, save you a ton of money. It's going to save you from litigation issues. Um, and nobody wants to waste time calling dead numbers again or wrong numbers and especially not DNC's. So you have to make sure they are tracking these number dispositions regardless of who's calling.

We do it every Friday with them.

Yep. You need to know. So if you're going to hire a cold calling company and they, or you have a cold caller, you know, there's that big conversation of like, yeah, cold callers, you know, they're, it's a high rotation, uh, hire. They're always burning out. Oftentimes they're burning out because they believe the only metric of success for them is a lead. But that's not really the case. A lead is a great thing and we hope they bring us lots of them. But they are focused solely on that correct number. The more correct numbers they bring you, like what Phil said, is the more time he can have those texting conversations and convert them into leads in the future.

Or quickly non-convertive, by the way.

Yeah. Or turn the other direction. That's a big thing that we actually we backed into understanding how crucial that was.

Getting calling somebody 10 times to get them to say F you or sending one text to get them to say F you.

We make more money on the text.

Yeah. Yeah. Thank you. Thanks for saying that. Now I know.

Yeah.

I won't spend any extra cash on you. I'll spend it on the people I want to talk to.

Exactly.

So, yes, the correct number, guys. That's that's the true metric of success from a cold caller. Um, because you're outbound prospecting. You're, you're prospecting. You're not talking to leads. You're talking to people that are potential leads. Um, John.

Yeah. Yeah. So, I'm in the launch pad, um, stage, too. Um, I'm doing first to market out here in Denver, Colorado. Um, I did grow up in Kansas. Um, so, I'm

I moved out here from Denver, so we're good.

Oh, yeah. I grew up in Wichita. I went to KU, but I mean, I was thinking about the Kansas City market, but since you're out there, I don't, I don't want to compete with you, but no, my my question is, um, yeah, so like you said, you're not doing mail to all your first, I mean, well, I, I, I'm doing the probate data and and I'm think I'm seeing that this kind of, you know, more of an intimate, um, communication with them and and I'm wondering if it's good just to send out a mailer to because I'm only going to be dealing with like two to 400, um, you know, leads a week or a month. Um, so I'm just wondering, is it going to be all right to just send that mail out to all of them just so you're kind of, you know, establishing a relationship with them and they got your information?

Don't send any mail until you've deep prospected it first.

Yeah. Yeah. I deep prospect everything. Um,

like claw all the way through, like get all up in there. It's usually the level three is what it goes to and then, like I don't know if I don't my cloud's not set up correctly, but I mean, I get, I'm getting a lot of cap, it's not, you know, it's not able to get through a lot of the capt, like true people search and all that, so, um, I'm having to do a little extra research on it, but

I mean, and along with that, is there a way to, um, with that information once I pull, get to do the deep processing? Because I'm spending a lot of time just transferring that data to, uh, in the data set. Is there a way to kind of transfer it to, uh, maybe a spreadsheet and where I can express transfer it over to? But the first question first is, um, as far as like, um, sending out mail, is it, I mean, is it advisable to send out just, you got to be comfortable with your budget that you got a three-month spend before you're going to get paid back.

And so you got to be comfortable with that. The other thing you would just saying about the deep prospecting,

I'm sure I haven't done it, but I'm sure you could create a skill in

Claude that says after you're done deep prospecting, go ahead and input all that data into SIFT for me in this format.

I know it can get into SIFT and do stuff because we have it go into SIFT and send text messages.

So, you can all that time you're spending, you could create a skill that now that you have the deep prospecting, say, use this skill. It send that [ __ ] back skill and have it go back and upload everything into there for you and then you can work it from there.

For us, that made a big deal. We use Whisper AI with the callers, especially on the rehash. So we use that Whisper AI so that you can push the two buttons and talk and it does, we don't tech, you know, type anything out anymore. Very, very efficient. But what it did is it led to really, really good notes. So now when we're rehashing at at something from two months ago, you can look at it and in like 15 seconds, you're caught back up. You don't have to go jump right because it's so much easier to leave good notes when you talk them out instead of typing them out and it's so much more efficient. So if you leave those there and have Claude send the rest over for you, I would do that. And then if you've got, you know, the budget and it feels right, just make sure you're getting it to the decision maker, not to the house.

Right. Well, and that's another thing. Some of the defrosting is coming up with they don't own a property. So I mean

Well, again, that saved you money then.

Right. Right. Right. For sure.

It's not a lost opportunity. It's a win.

Because they don't have anything. So you didn't spend more time, effort, money, uh, on that one. You can throw that out. There's no property. Let's get to the next one because there's money there.

Right. Right. Well, I'm also, well, do manually, I'm copying the whole deep prospect, um, search and and put and putting it on the in the message or in the, um, act well, that that board where you can kind of put more notes in. So if I do

Yeah. Yeah. So if I do need to kind of look, see what's going on with it and then I also wonder, should I, once I do that, should I just erase it out of cloud because I don't want to fill up too much space in cloud, you know, you, it's always compressing files and I'm wondering if it'd be all right just kind of just once I've got it, a screenshot of everything it's already done, just just get rid of. I know that's probably for, you know, Tai.

I still think you could just, you could make a skill in there that says, "Now that I have all this info, take it and move straight over there for you."

Okay. I looked in there. All right. Appreciate it.

Peter.

Yep. Um, real quick, just to clarify, um, so Phil, you're using Whisper AI or your assistants are using Whisper AI to leave messages?

Everybody uses Whisper AI.

Okay. And then they're using it for the messages, like to leave notes in that messages?

Yeah. And I mean, our notes went from on a scale of 1 to 10, probably five to six

to nine and a half to 10

overnight.

Okay.

Uh, espec, and I like, you can just do dictation ones too, and they work pretty good. Whisper AI is better because it's smart. Like when you when you say something like the seller said that they, and they start to correct myself in mid-sentence, it takes out the, the, the part that I said wrong and just puts in the correction part on its own. So it, it's not just dictation. It actually is learning you if you change the word spelling in there. Like it couldn't spell Who Tale right ever until I changed it and then it saved it and now it spells Who Tale right.

Dude, nobody can spell hotel.

I'm not sure that there is a right way at this point.

I'm like reworking our website and I'm trying to write Whoale on the homepage. I'm like, I don't even know how to spell this.

It's a game changer for notes. Uh, it really is. And efficiency. Again, that's our theme to type out two paragraphs or to just say it.

You know, one's a lot faster than the other, no matter how fast you type. Plus, you just get a little more detail out of it when you say it.

Yeah, for sure. And then another, uh, question I had for you was, um, are you, like, actively using the comping and the the rehab estimator from SIF's stack?

Yep. So the way we do ours, when, you know, they tag me and say, we need an offer. I'm, I'm actually building a plugin now so that they can start this process on their own, but

Um, so we run the, start the comping tool.

Then I start the copying tool. Then I go in and I run into the SIF line. I go to the record and I read through the notes. I open it up on the SIF map and see what that looks like. And because the tax records there, and then do the little street walk around. Then I log into MLS and kind of do, not as detailed as we used to. I pretty much do a quarter mile from, you know, there from that property and run 90-day solds and see what comes up. As soon as the cloud's done, compare the two, put a little human thought in it, and it's out. So, it takes about 5 to 10 minutes of time to put the whole thing together.

And that's only for like the new leads, right? Not not the, uh,

That's for offers. That's for offers.

Okay.

Yeah. I wouldn't run comps unless I was going to run an offer.

Okay. And then are they, like, pretty, pretty accurate? If you

90 plus percent.

Okay. Yeah.

90 plus percent. Those things are, I mean, it's, you, you got to be careful. There's always some weird stuff. You know, you should always do your own as well, but 90 plus percent accurate.

Okay.

So, that's why we use them. And then we take that. So, we actually just did a Google form because I don't like not getting pictures, but it's been a bit of a pain point getting. So, we created a Google form that they can fill out now, just like the, you know, the cold callers would use, but they can upload pictures and videos right from there. So, now when you have somebody on the phone and you're doing condition while they're on the phone, we can email them a form that they can do on their phone on the call and take pictures and stuff.

And then it goes, uh, trying to figure out how to get it into the SIF line or into the SIFT record. Right now it goes to an email that, or I'm sorry, it goes to a file, a folder in Google Docs, and then we just paste the link into there. But it's an easy because normally people want to stop and, but all they have to do is go to there, you can text them the link, they can click that, all they do is put their name, address, and then they can do videos or pictures right there with them on the call and it goes directly to our Google Drive.

Right. Okay. That's in. And you don't need to have like an inspector go out there or inspection reports or anything for that.

I still do. I mean, because sellers gonna be lying. So I still do, but this helps us get a better offer up front.

Okay. And then you, if it's not accurate, you just like renegotiate later.

And you renegotiate from there. Yeah.

We pay $185 for an inspection. Yeah.

But it comes with like 650,000 pictures, too. Like to the point I had to get Claude to take out because it takes like four pictures of the front of the house, you know, and

hit it. Thanks for the detail inspector, but I only needed one of those. So, it pulls out the best pictures of every category.

And then puts that into our dispo package.

Okay. And then, uh, just real quick, since you're virtual, like how are you doing your dispo processes?

Same way as in person. We just have somebody like, uh, I actually have, you know, a team on the ground because we do a lot of flips too. So I have somebody who can do a showing.

Um, but if your dispo packets tight, I was working on it yesterday. I'm running them today. They looked like it's working pretty good. As we made a dispo packet creator skill. So upload the ARV report that we created in the first step, the rehab estimator that we created in the second step with the pictures that we obtained all into there, and it puts out a three-page packet in HTML or a PDF that we can blast out from there with the breakdown of the deal, you know, what it's going to make, all that. And we did one for lenders and one for dispo.

Wow. Okay. Impressive. Very impressive. And the cool part is I like, I didn't have Chat GPT until this year. Just so like I'm not like Tai and Tyler. Those guys are maniacs. Tyler is like probably low-key still work for like the CIA doing stuff or I don't know. That dude's crazy.

Yeah.

I don't have any idea what I'm doing here. I talk to it like an employee.

That's it.

Okay. Wow.

I literally just talk to AI like it's a person sitting next to me. Like even when I mess, I was like, "Oops, my bad. I didn't mean to send you that. I meant to send you this."

Okay. It's cool.

Then it keeps going.

Wow. Okay. Does it tell you to get rest?

I've had it say that before.

Uh, it's, it got me like, you know, you're about to hit your limit again. Those ones came up again. So

Yeah, I don't mind.

The other day we, it was the first time I had put it in this chat, Christina, my fiance, she's the realtor, and it spelled her name with an H. And that's like her biggest pet peeve in the world. And so I said, and I answered the question back. I said, "Also make sure you take the H out of Christina's name. It does not have an H in it. That's a big pet peeve of hers." So it created a little, whatever the MD file or whatever to never put the H in her name ever again in when in conversations.

Okay. Yeah. Thank you.

I don't know who the order is. I think it's Simon's up next.

All right. Okay. Okay. Um, so, so you mentioned a while ago, Phil, that, um, you send the sellers a link while you're on the phone with them.

Fill out all the information. Is there like an app or a soft

Google form?

Oh, just Google form. Oh, okay.

Just Google forms. That's it.

Keep it simple.

Cool. All right. Appreciate it. Thanks.

Simple and free. And it's, and it, it, it, be careful how many things we, that's the first thing we did is we asked too many questions up front. Just put their name and their address. That's it. And then there's one they can do for videos and then they can also upload, um, pictures. And then what we did is we just had one of our morning meetings and everybody sent somebody else one to do it yourself so that you could explain it really easy. My 75-year-old dad got it on the first try, so anybody can do it.

Sweet. Cool. Thank you, Michael. Phil, what's up,

buddy?

Had a, had a, had a call with you the other day. Awesome. You're kicking ass, which is awesome.

But listen, for offers, I'm trying to figure it out. Do you, and I don't know if you went over this or not. I had another call, but do you do a, a official offer like you have a, you know, a document and you send them an offer or you just throw a number out at them? And then when do you do that in the process? So,

because if you have an official document, what somebody else told me like, look, they could take that document and shop it around and ask for somebody else to, you know, kind of beat this offer. So, what do you do?

I mean, anybody can shop anything around. It doesn't have to necessarily be tangible, but our process, we go through the property condition. So, once we've determined they want to sell and they've got the proper motivations and all those, then we get the condition of the property. Then, from there, we determine what we can pay for it. At that point, we call them and say, "We'd like to make you an offer of $187,000." We've had some good luck with like adding the 250 or the 475 in there. Like, we actually put it into some calculator and it came out with that number. Uh, I don't know if that's may just be in our heads, but it seems to be working a little bit better. So, we don't normally just say 150. Would be like 150 and 250 or something like that. So, we give them that offer. They say, "Yeah, we'll do it." or no, we won't. Then we have to negotiate. Then once we kind of shake on it and have a number, then we immediately send a DocuSign that I had just finished creating a skill to do on Claude. So, and then that goes out and then what we do is it goes to me to sign first and then as soon as I text, uh, acquisition say, call your dude, he's about to get the contract in his thing. So, we set a time to do it and then we call them back and run through the offer itself. This is paragraph one. Is all that info correct? Here's the dollar amounts. Here's the dates. Here's the title company. Here's everybody's expectations. Do you have questions? No. Cool. Click that button right there and sign. Honestly, about 50, 60% of the time it's that, 50, 60% of the time they sign it a little bit later down the road, uh, with some extra follow-up. It's

just a negotiation thing. And then based, and I think you might have went over this when we're on the call, like in terms of a margin for you in the end for this whole thing. Is there kind of a target that you hit or try to go for, like 10 between 10 and 20 grand or or is it vary? What do you think?

I will tell you my numbers, but they're based on my situation, not just as a company, but in the market and all those because I know people that will do a lot less deals. They'll do one deal a quarter for 100 grand. I ain't mad at that pro, that business. It's just not mine. So, we try to be averaging about 12 to 15 on our wholesales. Um, and then on our flips, the low end 20. Um, high end can be anything, but most of our stuff is going to be in the 25 to 35 range for net profits, not gross.

Thank you.

Awesome. Sean.

Um, so first, is this going to be recorded and how can we access it? Uh, for some reason, uh, mine, my notetaker didn't make it in. So, um, because I want to go

I'll send you a Venmo link.

Yeah. Um, because I, I'm, I'm interested in like all the dispo packets and everything like that, but, um, I love the idea of sending a, a link. So, your Google form just has name, email address, and then a, a spot where they can obviously dump however many pictures they want and or a spot for a video.

Yeah. And they don't have to take the pictures first. They can hit the button, take the picture, hit upload, goes to you.

Sweet. Okay. Okay. And then, um, oh god, I had another question, but I forgot what it was. Uh, dang it. Okay.

Um, yes. So, sorry. So, is it going to be recorded? How do we get access to Tyler?

Or?

Yeah, I use Tyler's Zoom. So, my name's Mason. I'm the content guy.

Mason. That's what, that's kind of what I thought. I'm like, you don't look like Tyler.

No, no, I'm much taller and not attractive.

Which is totally messed me up. So, you know, Mason is my son's name is Mason and that was the only other Mason I knew before this.

They make more of us. Um, I throw all these on YouTube. So, just go to the Data Sift YouTube, subscribe there because I'm trying to cross 4,000 subscribers and

hopefully get back.

I'll sign in with all my email addresses and it's

so we'll put it on there and we put it in our, our Kajjabi, which is a free thing in the learning portal, but YouTube's the best lately. Uh, just because we can, we clean it up. So, like the fluff in the beginning and the end of the calls, we kill that and then we just go straight to the good stuff. Uh, and then we'll put in separate clips from these calls. And then like you guys might see some of your faces in some of the YouTube videos or ads and stuff like that. Just, yeah, all this is always recorded and utilized for just repurposing to get people as much information as possible. So

awesome.

Freaky to see one of those ads come up on your screen when you're rolling and it's your own face.

Cool.

Yeah. Cool. Well, we're at an hour and 15 minutes. I don't have any other questions in the queue. Um, to, to, uh, label kind of what I'm noticing. Oh, Simon's got a question. We're back. We're back, boys.

One, one last question, I think. Um, uh, so, Phil, when you're sending your text message, uh, especially your cold text message. I know you shared the, the your template with with me, and I appreciate that, but, and I see that your company name is on there. Do you send your text message with your company name?

Sometimes we do, sometimes we don't. Kind of depends where we're at in those. We've got a couple different ones. And so the best thing I'd say with that is if you develop the strategy of how you think those should go out, then just simply go to Claude and say, "Create me and tell I want five for coming in, five coming out. Have this type of tonality. I want to do the, you know, each one." And we change those up every couple weeks, uh, because they tend to get a little stale. Um, so we, we, and we're testing them because, well, if we find, you know, certain times this works better than others. We have certain ones for like ghosting when we're getting ghosted, you know, like what we can put, send in those. So we kind of store different ones and then as we see things work, we highlight them more. So kind of keep an open sheet of 10, 20, 15 things on there and then find the best one that works. We're working on getting SIFT to anal, or Claude to analyze that a little better for us to do it a little automatically. But some of this is not, we're not trying to overmate everything where we can, we can't. But people are still going to need to talk to people and know that interaction. So we're just trying to get, you know, more efficient with it. But we keep a big list open and take stuff on and off of it. But in fairness, I have never written a script. I've used just Claude or Chat GPT or Gemini. And sometimes I'll put all three of them. I had it, I had Chat GPT do it and then said, "Hey Claude, Chat GPT did this. Can you do better?" And so, you know, put them on and, and it did. So, uh, but those are the little things that, you know, lean into. We were just, we're re-creating our whole dispo and TC process. And so I had it write the opening email to the seller. That was way better than what I was using. And I, it took me eight seconds to give it a command and it popped it out and it was done. So lean into, you know, the AI to to make those things for you. You'd be surprised how good they are. But be specific. I'm a real estate investor. I'm buying distressed properties in this market from these type of people and I want to try to come up with something. You know, you can even say the problem, we initial problem we were having is we weren't getting any responses back. So then we got kind of quirky with it. You know, "Hey, yeah, this is a cold call. You know, it's a cold, you know, that those type of things and leaned into it and it was, it worked. You only need to get, if you increase, just think how much money it would be, the more that you make if your rate went up 5%. You know what I'm saying? You don't need it to double. How much more money are you going to make for your business if you're just 5% better engagements?

Right. Cool. Appreciate it, man.

Alex.

Can you hear me? Okay.

Yep. Yep.

Hey, Phil. Um, quick question. So, I know you flip, you wholesale. I've always been on the side of like going for the big assignments. And the reason being is because when I look at a 10 to $15,000 assignment, my fear is that I might not be able to offload it, right? Uh, where if I have a bigger one, I have more margins. I can play with the price a little more. My question is, say you do 20 deals put under contract. I'm curious to know how many of those you flip, how many of those you assign, and how many of those fall out. Um, and I know it all varies based off deals, but just like overall.

So flip-wise, if we're talking 20, I'd be taking down about 10 of those. So, I'm going to sell, do 10 wholesales. To be honest with you, I would say at least eight of them go through. Um, because if I'm going to put it under contract, I'm also committing my time and some money. You know, we spent money getting the lead. We spent 185 doing that. So, I, I tend to make sure that if I'm putting it, I got one right now that's a little iffy because frankly, I didn't read the street right. I looked at the wrong street. Uh, so, it's a little busier. Still think I got it moved, but, you know, it was the dicey one. But I, if you're going to put it under contract, not just for you, but for those sellers, too. They're counting on you to do those. So, I kind of take those responsibilities serious. And so, I want to make sure if I'm going to put it, I'm not one that's going to, let's go see if we can lock this up and see if it'll sell. Just not me. I'm not anybody does that, do that, works, it works. Just not me. If I don't think I can close it, I, I'm not going to waste time on it because it's a lot of time, effort, and money. The flip side though, to you, just to think of it another way, especially as young as you are, um, if you're going to do two deals to make 200 grand and I'm going to do 10 deals to make 200 grand, which one's riskier to you?

Yeah. And, and I'm on the same boat. And I think I'm switching the way my thought process is that maybe, you know, I know for a fact it's a missed opportunity when I'm walking away from $15,000, right? I know that for a fact. But my fear was always that I can't find someone to assign it to and I have to back out on a deal because that's the last thing I want to do, right?

But that, that feed, that fear with execution in taking down deals that you know you can close. So, like you said, if you, put yourself in an investor's shoes, would you buy it? If you had the money, would you buy? And that's how, that's why we wholesale ourselves. That's why if I wouldn't buy it, I'm not going to sell it. Does that make sense? Now, there's

slight difference. I'm not a buy and hold guy. Um, so like the one I'm selling, it's a straight buy and hold play, but it's hitting that one almost 1.5% rule on this deal, um, in a major metro in 2026. That's a pretty good deal. So if you're putting out good deals, they will move. Are you going to have one that falls through? Yeah. But the flip side is two deals that make you a hundred a piece, one deal falls out, you lost half your income. Whereas 10 of them, you only lost 10%. So, you're actually mitigating your risk by doing more deals.

I like that thought. And I'll, I'll chat with you in the deal room as well. So

you got it, brother.

Thank you.

Thanks, man. Appreciate it, brother.

Y.

Yeah. Yeah. Real quickly, with that being said, I mean, as far as like your margins when you are looking to sell it, wholesale it, um, what are you, I mean, just safely. So, I know your market, that those numbers are going to be tough. You should be hitting,

you know, between 20 and 30.

Uh, should be your markup on wholesales over there because if not, it, it's tough. I mean, I've done some wholesales over there and I used to flip a lot in Denver, um, a couple years ago. Um, and so I know, but you're going to be 10 to 20 over there. I mean, it's decent. It's just hard to get and there's a lot of competition.

You said 10 to 20.

10 to 20 is a, is, is it's easy to get. You just not, it's hard to sustain. You, in Denver, you should be getting 20 to $30,000 markups.

No. Well, I mean, as far as like, um, like if you want for the percentage that I'm selling it to the, the wholesaling it for the ARV, so like 80% ARV or I know like, you know,

Right about there, upper 70s to push an 80. Um, Denver's an expensive market, so also do raw numbers. And there's a lot of people that say, "I'll buy this deal if it makes me 45 or whatever the case may be." And so where those numbers can get skewed off a little bit, uh, much above 80, you're going to be

hard-pressed to get anybody to go, um, because the dollars are so, and it's hard to get lending. Um, but, and then you should be, what's hottest over there is Jeffco. Jeffco does the best for me over there.

Right.

I don't know which one you're focused on, but that would be

Jeffco. Rabbit County is not too bad in some areas over there. It's not. But Jeffco is a little hotter.

Jeff Co. Yeah. Yeah. I like Jeffco. I like, I'm, I'm doing them all. Um, because I'm, because I'm doing the probate. So I'm a, it's a, it's a smaller lead pool and I just kind of got

It's a slower lead pool though. Just remember that as you build your stuff up. It's going to, it's going to take longer to get one versus a foreclosure or some of the other ones.

Well, with that, I mean, what I do, I mean, I like, they were telling me just master that process. I'm getting close to mastering that process. So, so should I, cuz you know, the foreclosure process out here is different than out there and I mean, I'm just trying to

Do you think that's a good one to get into out here?

Foreclosure for sure. Always foreclosure. To me, that's step one. Know a lot of people do probates. We're just stepping into it. Foreclosure is more immediate, more impactful. Uh, it's just a little easier to navigate. Um, and so I've, you know, because even when there is property, they may not want to sell it or, you know, there's may be in great condition, whereas foreclosure has an immediate problem that needs to be solved for me. And so I just, I like it. I also, like I said, it's more scalable, too, uh, at least in the short term because again, it's more immediate.

I don't feel. Thank you.

You got it.

I've been playing with the terminology. If you're going to do first to market probate, you're really playing a first to rapport game. First person to get rapport wins. Good rapport because you're going to be following.

I'm attacking the pre-probates right now as far as and de-prospecting them and

Oh, yeah.

trying to do it like that. Yep.

Hey, Phil. How are you?

I see you over there. What's going on?

So, you said foreclosure. Uh, do you also do pre-foreclosure? And then what would be your, like preference, uh, of going like pre-foreclosure for foreclosure versus probate?

So right now we're focused loosely on the pre-foreclosure and the foreclosure stuff when it comes to first market. Uh, once we've done that with everything else we're doing, um, to the extent we have the capacity, we'll add on the probates. It's just a different play. There's, I don't even know that there's a right or wrong on that. It's just our personal preference is the, the foreclosure stuff, but, um, because you guys, you're, you're in Texas, so you guys have pre-foreclosure, too, right?

Yeah. Yeah. And our, uh, and then we're, uh, non, we're like, you know, the cycle's really small, so it's like 21 days or or so.

That's the cycle of foreclosure.

Step on the gas of that one. Go get deals out of that one. And then you can build on probate. Cool.

Pro probate takes time, effort, more time and effort than the foreclosures do.

Yeah, got it. Thank you.

Robia from Houston.

Uh, Dallas, Texas.

Oh, Dallas. Okay. Wow.

Awesome, guys. Well, just to, uh, briefly reiterate this call a little bit, um, and beat that dead horse one more time. Phil's process and strategy for one deal a month a week is the same. That's getting him three deals a week. His processes are very simple. They're straightforward. Um, and he understands them top to bottom. Um, yes, he has a lot of complex things that he's added in over time, but if you'd asked him four months ago when he was still closing plenty of deals, he didn't have a lot of these things. He's just finding ways to optimize his time, optimize his cash, and Phil, we really appreciate you taking the time to, um, do this call with us. Obviously, we're going to have to do another one with you in six months or so. Um, we try to have as much user generated content as we can. Um, Tyler's voice, Tai's voice, even my voice sometimes probably is annoying. Um, so we try to get exciting people, fresh faces. Um, Alexander Kong, we're gonna get you on a call. Um, two weeks from now when we do another mastermind. I believe we're having Florida Sell Now on. They're crushing it in Florida. Um, they're actually moving into Texas market, too. And they've recently moved into YouTube. Um, they're doing a ton of deals. Um, so keep an eye out for these calls. Hop in the Wednesday calls. Bring your market to those calls. You're going to get exactly what you need from Tyler. He's going to tell you exactly what to do. Um, and we're just going to keep doing our absolute best to make things as cut and dry. This is what you do and this is what it'll produce. And, um, thank you guys for coming and I hope you guys enjoyed.