The deals come off your plate
Phase 4 removes the last thing on your plate: the deals. The team sells, the systems report, you work on the business.
Leadership is the fourth and final rung of the Replacement Ladder: admin, marketing, sales, then this. Two hires take the floor. You keep two jobs: the audit loop and the next market.
Sales Manager
$5-6K a month plus 2-5% override. Owns the closers, the call reviews, and every number on the sales scorecard.
Ops Manager
$5-7K a month plus bonus. Owns systems, reporting, and the hiring pipeline under both floors.
You
Zero seats on the floor. Read the scorecards weekly, pick the biggest leak, assign the fix to one of the two managers.
Both seats follow the runway rule: 3-6 months of fully loaded cost banked before either offer letter goes out. No exceptions at the top of the ladder.
A single touch leaves most of a market on the table. The Owner takes the rest.
Phases 1-3 stood up the flow, multiplied the touches, and scaled the team. Rung 4 goes after the records nobody reached.
Any one condition moves the record into deep prospecting. Nothing gets archived; an archived record is a paid-for door you never reached.
Maximize every door
Deep prospecting works every record the phones and mail cannot touch: heirs, executors, dead numbers, return mail. It costs $1.50-4.00 per record.
The hardest lists to reach are the least competed and the highest margin. That is the entire trade. You pay $1.50-4.00 to find a decision maker nobody else will find, then yours is the only offer on the kitchen table.
Spend the cheap touches first. Deep prospecting starts where the 4-attempt cadence stops.
A SiftLine board configured for deep prospecting. Every exhausted record lands in a research column, not an archive.
Download the deep prospecting skill from the Day 3 resources, upload it to Claude, and feed it exhausted records. Claude runs the heir and executor research; curative title still needs an attorney. One $20/mo Claude Pro subscription replaces 2 full-time VAs.
The obituary motion
Everyone waits for probate. Only about 30% of deceased owners ever file, so the probate list misses most of this market.
Deep prospecting finds the heir. The obituary motion decides how you touch them, and the order is not negotiable.
-
Immediately
Mail the family
A respectful letter goes out the day the record lands. Mail is the only first touch allowed here.
-
First 3 months
No calls
Let the letter sit. Work every other list while the family handles what matters more than your offer.
-
3+ months after filing
Call, referencing the letter
Now the phone is fair. Open with the letter you sent, not a pitch.
Never send a cold text on a sensitive list. Not deceased, not obituary, not pre-probate. Mail first, call after 3 months, and earn the conversation.
Instrument everything
You cannot audit what nobody measures. KPIs, call coaching, and scorecards flow to the team automatically, on a schedule, without you pulling them.
Every 75-100 correct-number not-interesteds produce about 1 deal inside 12 months. Not-interesteds get worked daily, not archived.
The audit loop
Score all four pillars, fix left to right, on a cadence. A weak pillar on the right usually traces back to one on its left.
- 1Marketing
- 2Sales
- 3Operations
- 4KPIs
Score the four pillars, fix left to right
Wire the scoreboard that reports without you
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.
Hold the line
One number says whether the machine is healthy: fully loaded cost per deal. Know it to the dollar, every month.
Keep the runway
3-6 months of total costs stay banked. The runway rule built the team; it also protects it.
Avoid debt
The machine expands on banked profit, not borrowed money. If a hire needs a loan, the market is not ready for the hire.
Earn the next market
Only a fully maximized market earns a second one. Expansion clones the whole motion. It never dilutes this one.
Owners who max the market
Three operators who treat every unreached record as inventory. Watch how each one works the lists everyone else archives.
Quintin Givery
$458K net in 7 months in Hillsborough County, FL. Probate, foreclosure, and eviction records, a 2-person team, and deep prospecting on every exhausted lead.
Mara
$200K in 5 months on under $2,000 in mail. Her mailing list is the exhausted calling list: every record already touched by phone and text before a stamp gets spent.
Brian Johnson
$100K+ from pre-probate and return mail deep prospecting. One researched call instead of five blind dials. Return mail is his entry trigger, not his trash.
The top rung
There is no Phase 5. The gate out of Phase 4 is a map: a second market, run on this exact playbook.
Maxed means four things. Every niche list runs the 4-attempt cadence. Every unreached record sits in deep prospecting. Cost per deal is known to the dollar. The floor runs a full week without you.
Duplicate, do not dilute. The new market gets its own Phase 1: same cadence, same ladder, same runway rule. This machine stays untouched.
Tools, guides, and next steps
The working tools of the Owner phase, plus the case studies that prove the motion.
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.
The full unreached-record workflow
Auction timelines and the 45-day knock window
The four-pillar audit loop, step by step
Dashboards, scorecards, and the 150-dial benchmark
Quintin, Mara, Brian, and more operators
One rung down: scale the team