Two jobs leave your plate. The phones do not.
Hand off data and admin now. Keep every seller conversation yourself, because Phase 2 is where you learn the market you will later manage.
Data Manager
- Pulls the niche lists and runs skip tracing
- Loads, tags, and dedupes every record in the CRM
- Preps mail files for the no-number and non-responder lists
- Keeps tomorrow's call list full before you finish today's
Revenue work
- Run every call attempt, or run the mail channel yourself
- Make every offer and take every negotiation
- Set the daily order below and enforce it
- Log the objections your first caller will train on
You do not add markets. You add touches.
Four phases, one market. Phase 2 multiplies attempts per record, not record count. Widen only after every channel below is running.
Stand up the flow: one niche list, dialed by you.
You are here Phase 2 The DelegatorMultiply touches: every record, every channel.
Phase 3 The ManagerScale the team: hand off the phones on overflow.
Phase 4 The OwnerOwn the machine: leadership runs the day-to-day.
Spend the cheap touches on everyone. Save the expensive touches for records nothing else can reach.
Follow-ups first. Fresh records last.
Run the same order every morning and you never double-dial a record. Closest to a deal goes first. Never-called goes last.
- Follow-ups and rehash. Every scheduled callback, plus the not-interested list. Worked daily, before any cold dial.
- Attempt 3 records. Today is their fourth and final attempt. Convert them or move them to mail.
- Attempt 2 records. Third attempt today. Call every number on the record again.
- Attempt 1 records. Second attempt today. Voicemail and a personalized text again.
- Ready to call. Fresh records enter last, so today's new list never collides with yesterday's.
Call every number on the record. Leave a voicemail. Send a personalized text. Then increment the attempt counter yourself, manually, so the count stays honest.
Four full attempts, then the record moves to the mail list.
Calls chase the reachable. Mail reaches the rest.
Mail is the second wave, with one exception: the skip-traced list that returned zero phone numbers gets mail first.
Mail the no-number list before anything else. No investor can call those owners. Mail is the only door in, and you are alone in the mailbox at $0.50-0.75 per piece.
Everyone else earns mail by not answering. After the fourth full attempt, the record moves to the mail list. Alternate the mailer type on every send so touch five never looks like touch one.
The text touch stays attached to the phones: every call attempt ends with a personalized text at a penny each.
Smarter Contact sends the personalized text that ends every call attempt. One cent per message.
Next live cohort: Monday, August 24 to August 28
5 days live with Ty. 34 interactive modules. A community of 1,047+ investors. Save your seat in the next cohort. Already enrolled? Use this guide as your between-session refresher.
Obituary lists run on one rule set. No exceptions.
Only about 30% of deceased owners ever file probate. The obituary list reaches the other 70% no probate marketer will ever see.
A respectful letter goes out the day you find the obituary. Mail is the only first touch allowed.
No phone contact until the probate filing is at least 3 months old. Set the date in the CRM and wait it out.
Not on any sensitive list. Not once. One cold text can burn the least-competed list in your county.
That is why obituary beats waiting for probate. You reach the family respectfully first, and 70% of these estates never appear in probate records at all.
Three numbers decide when you hand off the phones.
Track dials, answer rate, correct numbers, and leads every day. When leads outrun the hours you can give them, Phase 3 starts.
The full-time caller benchmark. Pace your own hours against it.
Every record earns four full attempts before it moves to mail.
That many correct-number not-interesteds hold about one deal inside 12 months.
Proof: more touches, same market.
Two operators who stayed in one market: lean data help, owner on the phones, deals from depth.
Kasim Delake
Built a $100K+ wholesaling company on county niche data while holding a full-time W-2. One market, lean help on the data, every record worked to depth. The Phase 2 pattern: delegate the lists, keep the conversations.
Josh
Closed a $60K deal from a liens list other investors had abandoned. He bought zero new records. He added attempts to old ones, which is the entire Phase 2 argument.
Graduate on overflow. Never on ambition.
The trigger is leads arriving faster than you can hold them. Not a revenue target, not a calendar date, not boredom.
Watch for two slip signals: follow-ups sliding a day, and new leads waiting for a first call. Both mean you are leaking deals. Bank 3-6 months of the next hire's cost, then move.
Next steps and tools
Start with Direct Mail Mastery for the mail layer, then wire drip sequences so the not-interested list works itself daily.
5-Day Deal Flow Challenge
Next live cohort: Monday, August 24 to August 28
5 days live with Ty. 34 interactive modules. Save your seat in the next cohort. Already enrolled? Use this page as your between-session refresher.
Mailer types, costs, and sequencing for the mail layer.
The call, text, and mail cadence this page runs on.
Automated follow-up that keeps not-interesteds warm.
Setup instructions for every tool in the stack.
Complete resource library from the Deal Flow Challenge.