About the Study
REI Operator (Mid-Size Real Estate Investor) - Mid-size real-estate operator/investor focusing on acquisition of off-market properties and rental/flip deals. Small operations team: 2 acquisitions managers, 1 acquisitions coordinator; no dedicated SDR/outreach team.
A real-estate investing firm with an existing rental portfolio and acquisition pipeline struggled to keep up with new leads from multiple sources (property owner leads, off-market leads, referrals). By implementing Deal Scale's unified lead ingestion, AI scoring, multi-channel outreach, CRM integration, and automated follow-up workflows, they processed 100% of inbound and sourced leads, generated 40+ qualified leads, closed 5 deals totaling over $120,000 net profit (after rehab/transaction costs), all within 45 days, without adding headcount. The firm now has a scalable, repeatable acquisition process with continuous nurture and re-engagement, creating an evergreen deal pipeline that eliminates missed deals due to manual follow-up gaps.
Business Challenges
- 1
Multiple lead sources: public MLS searches, bandit signs, direct mail responses, investor networks, leads scattered across spreadsheets, email inboxes, and legacy CRM.
- 2
High lead volume but low follow-up consistency, many leads went cold, or were missed entirely.
- 3
Time-consuming manual qualification and follow-up; long delays in outreach caused many sellers to go with other buyers.
- 4
No systematic way to score leads, prioritize high-potential deals, nurture cold leads, or track conversion rates.
Our Solutions
- 1
Unified lead ingestion & data normalization: All lead sources consolidated into canonical schema with duplicate detection and enrichment.
- 2
AI-driven lead scoring & prioritization: Top 20–25% of leads automatically flagged as high-priority for immediate outreach.
- 3
Automated multi-channel outreach & follow-up: High-priority leads receive automated sequences; lower-priority leads enter drip-nurture streams.
- 4
CRM sync + pipeline management + deal tracking: Real-time dashboard tracking all pipeline metrics, appointments, offers, and closed deals.
- 5
Automated re-engagement / evergreen nurture: Cold leads re-entered into nurture streams after 60 days, keeping pipeline warm.
Business Outcomes
Rapid Deal Flow Expansion
Scaled deal flow dramatically without increasing headcount or overhead, keeping margins high.
Evergreen Deal Pipeline
Built a scalable, repeatable acquisition process with continuous nurture and re-engagement, creating a long-term evergreen pipeline.
How It Works
Unified Lead Ingestion & Data Normalization
Consolidate all lead sources into canonical schema
All lead sources (spreadsheets, web forms, direct mail responses manually entered, legacy CRM) were fed into a canonical Deal Scale lead schema. Duplicate detection, deduplication, and enrichment (firmographic data, property/address info, seller history, publicly available property data) to ensure clean, standardized data for scoring.
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