First to market with SiftStack.

First market was SiftStack. This was the original reason we created all these different AI workflows. Pulling in all this data from the courthouse became extraordinarily tedious. It was very expensive to have a ton of VAs pulling different workflows.

It was expensive having all these different VAs pulling all these different types of lists and cleaning all this data. It is very labor intensive, and also not very fun for our admin teams to be doing. It is such monotonous and boring work.

This is one of the best things in the entire curriculum for saving admin time. It breaks down how to save all that time, and gives you a clean process for pulling in this data every single day.

First to market is always going to be pretty small. Up to 200 records a month is a good amount. That is such a negligible amount compared to the rest of the rungs, so I would not worry about it. Just bring it in.

Eventually you will find out what the max amount is for your county. You will know fast whenever you pull it in.

There are some outskirts. Tyler has a shitload of probates, triple the amount that I do, because Florida is a primarily older demographic than Knoxville is. Naturally there are more deaths, so naturally the probate records are higher.

A question came in from someone on the expert plan, not the AI plan. On my ladder the fourth rung is the AI score of 95, and that one comes from the AI plan data. If you do not have it, take it out.

When you do this, it is just breaking down everything except for the AI data. You will notice the order is slightly different, because it is only focusing on the expert plan. That is where most people are going to be focusing.

So click all this, follow it, and do the first three or four. Then throw in first to market with that, combine the two, and work that. It is that easy.

Say a property has a deceased owner attached to it. Mom and dad both passed away, and five children potentially have an ownership interest. That is the whole reason to prospect the people, not just the record.

A lot of guys like to pair tax two plus years delinquent with a deceased record. I have found it is better to hit every single property in the obituary flag. I get 60 a month, 75, somewhere in that range, and reaching all of them costs me very little.

The other way, you whittle that 75 down to maybe 10 people who are actually tax delinquent. You saved a few dollars and lost most of your list.

If you really want the tax side in there, take the SiftStack flow from what I built at the beginning of this call. Copy it in and bolt the AI workflows on top of it.

Your county data being from 2022 or 2023 does not stop this. The workflows go out and check the current picture for you.

There is a lien resolver in here, and there is another one that checks every property manually. It looks up the individual property on the assessor and tells me the tax delinquent amount.

I had the same problem you have. Take Knox County. You cannot go to the county and ask for a tax delinquent list. They will tell you to pound sand.

What they will give you is the tax auction list. That is the 100 to 500 properties going to auction because they have been delinquent since 2022.

Something along the lines of tax lookup by property address. I go into my account and put in a real one, 834 West Oldham. It pulls up the actual property and tells me their tax delinquency amount on a one off basis.

So you can have Claude run that lookup on all of your properties. That is what I do.

If the lookup is not there for your county, you still have a good option. Hit every property in the obituary flag and you get pretty similar results.

It costs a little more and it saves you the whole tax workaround. Tax data is really difficult for most people here, so I would rather spend the small money.

If you are spending between 3 to 5,000 a month, I would start to do it. You also want six months of runway in your marketing dollars. Usually that 3 k plus range is where it starts to really make sense.

For us it makes a ton of sense because we save a lot of money. Tyler is in the 15 to 10 k range as well.

Look at the all lists here. For me to capture 11% market share I am marketing to about double the properties I need.

On the AI data it was 8.3%. I am marketing to about half the properties to get very comparable market share. It is actually more than double on the other side.

I do not have a perfect math equation for you. But for every set of records you add a decent amount of marketing dollars, because we are going so deep.

Think about recall, voicemail, text, emails, door knocking, direct mail. That is the new thing everyone wants to jump on, and we are bolting it onto the next challenge cohort.

The AI data is exclusively designed to lower your overhead with getting the same result. Doing 2,400 when we can just do 1,400 and still get the same amount of market share.

That is the whole trade. Same market share, about half the doors, and every channel you run on those 100 records costs less.

Hers has two lists in the top five that are nowhere near the top of mine. It is very hyper localized, so do not borrow someone else's order.

The next portion of today is the market analysis side. Neighborhoods versus the ZIP codes we love, all that kind of analysis.

It will pull in every day from SIFT on SiftMap. It will also pull in every day from your first to market, assuming you set it all up correctly with Cloud too.

I am really big into everyday stuff, and I will show you examples of why that matters. Also keep in mind your state. Default is really good in Tennessee, but a judicial state runs a much longer foreclosure clock.

I always get asked whether there are lists that universally work well. Vacant and seniors do really well right now, and there are all kinds of stats about the amount of boomers retiring.

If I look at hers in Denver, senior, free and clear and vacant is near the top. That is also one of mine.

Look at the average deal size on low equity and then look at senior homeowner, free and clear and vacant. The gap is huge. That makes logical sense, because low equity sellers do not have the equity to sell at a discount.

I also designed the system so it will automatically suppress the small deal sizes. There is a reason low equity sits where it sits, and the doors per deal on it are terrible.