Joseph Back is co-founder of Rapid Fire Investments, a wholesaling operation running five brick and mortar offices across Kentucky, Ohio, Alabama and Georgia. When he and CEO Eric Masiello joined Collective Genius in December 2020 they were doing 65 deals a year out of one Montgomery office, and they have grown every year since, from 205 to 310 to 391 to 459, with a push to break 500 closings in 2025 and a projected first million dollar revenue month.

Joseph shares the five small changes his acquisitions team made that lifted average profit per deal from $14,092 to nearly $17,000 in a single year, covering in person appointment recording, templated decisive action plans, weekly RPA accountability meetings, lost deal analysis, and raising your least acceptable profit. If you are running a real estate wholesaling business with one to five acquisitions reps and you want more revenue without adding more transactions, this is the acquisitions playbook to copy.

Timeline Summary

[1:30] – Host Leon Barnes welcomes longtime CG member Joseph Back for the long form version of his acquisitions playbook

[3:25] – Rapid Fire's growth from one wholesale office in Montgomery to five offices across four states

[5:30] – Chasing two milestones at once, 500 closings for the year and the first million dollar revenue month

[7:14] – The year by year deal count, 65 in 2020, then 205, 310, 391, 459, and a push past 500

[8:34] – Why expanding wider only makes sense in small markets and why metro investors should go deeper

[10:44] – Kaizen as a core value and why Joseph calls his mastermind time the rip off and duplicate department

[12:04] – How a CJ Moss dispo presentation pushed profit per deal from $14,092 toward the $17,000 goal

[20:07] – Small thing one, Siro, the in person recording software that turns every appointment into game film

[21:57] – The scoring rubric built on Steve Franks' perfect seller appointment, and why you have to actually listen

[27:05] – Small thing two, templated decisive action plans that trigger automatically when a department goes red

[29:53] – The exact five actions the home buying team runs during a red week, from triple dials to a door knocking blitz

[34:20] – Small thing three, the 15 minute weekly RPA meeting covering results, pipeline and activity

[38:38] – Full team structure, seven lead managers, ten home buying specialists, five dispo reps, five transaction coordinators

[40:22] – Small thing four, custom software that cross references appointments against sales data to find every lost deal

[43:02] – Two coaching lessons from lost deals, never leave the living room and never quit on a seller too early

[45:39] – Small thing five, raising your least acceptable profit from $10,000 to $17,000 in the MAO calculator

5 Key Takeaways

1. Record Every In Person Appointment — You invest heavily in sales training, but without recording you have no idea whether any of it survives the drive to the seller's living room. Siro turns appointments into reviewable game film, and Rapid Fire's director of home buying carries a KPI to review and comment on multiple appointments every single week.
2. Never Let Two Red Weeks Stack — When a department finishes below 80% of goal, a pre built decisive action plan kicks in Monday morning with no debate and no research phase. Triple dial cancellations, work the pipeline to zero, ten long term follow up dials a day, survey calls on lost appointments, and a five house door knocking blitz.
3. Build the Plan With Your Team — Rapid Fire did not hand down the red week actions from leadership. They sat with each department and built the plan together, so when it triggers, the team is executing a commitment they made rather than a punishment they received.
4. Study the Deals You Lost — Most unconverted appointments drift into a long term follow up graveyard while the seller quietly sells to someone else. Rapid Fire cross references sales records against every appointment they ran, then walks each loss through a monthly one on one, which surfaced the biggest lesson of all, that they were giving up on sellers who later sold for a number Rapid Fire would have paid.
5. Raise Your Least Acceptable Profit — Every system is perfectly designed to get the results it gets, and if you bake $10,000 into your max allowable offer calculator, $10,000 is what you will make. Rapid Fire changed one number in the formula to $17,000, watched their appointment to contract conversion rate hold steady, and added more than $1 million in revenue on the same deal count.

Links & Resources

• Collective Genius — https://explorecg.com
• Rapid Fire Investments — https://rapidfireinvestments.com

Enjoyed This Episode?

If you have ever watched a rep walk into a living room with a script you paid good money for and had no idea what actually came out of their mouth, this one is for you. Send it to the operator you know who is grinding out more deals every year and somehow making the same profit, because the fix might be one number in their MAO calculator. Follow the Collective Genius Podcast, leave a rating and review, and share it with someone who needs to hear it.