Episode 135: Why More Leads Made Our Business Worse (and What We Did Instead)

Send us Fan MailToday's episode features a special interview where Tiffany High sits down with the Lead Gen Underground podcast to share the hard truths about what it actually takes to scale a real estate investing business.Most investors believe that getting more leads is the ultimate answer to growing their revenue. However, Tiffany reveals how scaling too fast, spending $80,000 a month on marketing, and flooding her team with 50 leads a day per rep actually made her business worse and her life miserable. Tiffany discusses the critical pivot from going wide to going deep, why she completely restructured her sales team, and the systems she built to get better results with fewer leads.They also dive into exactly how to find hedge funds and cash buyers on the MLS, why Tiffany refuses to manage VAs directly, and the exact reasons they shifted their business model from 70% wholesaling to 70% rehabbing.Listen and enjoy the show!You’ll Learn How To:Find and build relationships with hedge funds and VIP cash buyers using the MLSShift from a high-volume, low-conversion lead model to a highly profitable follow-up systemStop managing VAs directly and focus solely on income-producing activitiesBuild a high-performing sales team with strict 30-60-90 day performance metricsCapture more profit per deal by keeping light cosmetic rehabs instead of wholesaling themWhat You’ll Learn in This Episode:(00:00) Manage project managers instead of individual VAs(01:17) Finding hedge funds and cash buyers on the MLS(03:24) Negotiating fees with investor-friendly agents(05:23) Overview of Tiffany's team and exit strategies(06:29) The nightmare of scaling marketing too fast(08:20) Firing the team to rebuild with A-players(09:11) Increasing revenue by reducing daily lead counts(10:43) The "no lead left behind" follow-up system(11:38) Hard lessons from expanding into too many markets(13:08) Why you need sales mentors outside the real estate space(14:02) Managing a phone sales team is a full-time job(15:16) Josh's structured daily huddles and sales KPIs(18:54) Outbound marketing trends and mastering one campaign(22:53) Why a tight VIP buyers list beats mass blasting(24:45) Shifting from 70% wholesaling to 70% rehabbing(27:30) Tiffany’s deeply personal reason for starting in real estate(29:51) Details on their upcoming systems and marketing mastermindWho This Episode is For:Real estate investors who feel overwhelmed by scaling and managing too many leadsWholesalers looking to transition into rehabbing to capture bigger profit marginsBusiness owners who want to build a self-sustaining, KPI-driven sales teamWhy You Should Listen:This episode is a masterclass in learning from failure. Tiffany is incredibly transparent about the mistakes she made while trying to scale too fast. If you want to avoid burning through tens of thousands of dollars in wasted marketing and bad hires, her insights on going deep, focusing on long-term follow-up, and building tight operational systems are absolutely essential.Connect with Josh Hines (Lead Gen Underground):Instagram: @joshwithimpactFacebook Group: The Lead Gen UndergroundFollow Tiffany and Josh here:Tiffany Instagram: @tiffanyhighfficialJosh Instagram: @joshhighofficialWebsite: