Flipping over 100 houses per month sounds like an impossible feat, but for Don Costa, it’s a reality he’s built through years of experience, smart systems, and relentless work ethic. His journey from struggling to find his footing in real estate to running a multi-million-dollar business is one packed with lessons for aspiring investors. In this blog, we'll dive deep into the strategies Don used to scale his business, build systems that allow him to flip at such a high volume, and the mindset that keeps him at the top of his game.

Who is Don Costa?

Don Costa is a seasoned real estate investor known for his incredible ability to flip over 100 houses a month. Having started his career in 2003, Don quickly made a name for himself in the industry by mastering both the art of flipping and wholesaling. Over the years, Don has built a reputation for being a systems-oriented leader, allowing him to run multiple businesses simultaneously, including a real estate brokerage and a coaching platform. His podcast, Flip Talk, has become a go-to resource for real estate investors looking to learn from his experience and avoid common pitfalls.

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Scaling Your Real Estate Business: Key Systems to Implement

Scaling a real estate business to the level Don Costa has achieved isn’t simply about working harder—it’s about implementing smart, repeatable systems. Don stresses that while hustle is important, the real key to growth lies in systematizing every aspect of the business. From lead generation to managing contractors, having clearly defined processes allows for efficiency and scalability. These systems ensure that nothing falls through the cracks, making it easier to manage dozens of properties simultaneously and maintain consistency. Whether it’s outsourcing cold calling, automating communications, or using tools to track project progress, these systems allow Don to stay on top of every detail and scale his operations without becoming overwhelmed by the sheer volume of tasks involved in flipping 100+ houses each month.

How Do You Build Systems That Scale?

• Automate Communication: Don's team uses tools like Slack to streamline communication, ensuring every project is tracked, and there’s no confusion between team members.
• Outsource Lead Generation: By outsourcing key tasks like cold calling and lead management to virtual assistants, Don frees up time to focus on scaling.
• Track Projects in Real Time: Systems like Google Sheets and whiteboards help Don’s team manage multiple rehabs at once, tracking budgets and timelines with ease.

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The Power of Consistency in Lead Generation

One of Don Costa’s greatest strengths in his real estate career is his unwavering commitment to consistency, especially in lead generation. While many investors send out direct mail postcards for a few months and stop when they don’t see immediate results, Don takes a different approach. Over the years, he has sent out millions of postcards, knowing that consistency is what drives long-term success. Don understands that every lead generation channel, whether it’s direct mail, PPC, or cold calling, takes time to build momentum. Instead of getting discouraged by slow starts, he stays the course, allowing his marketing efforts to compound over time. This relentless focus on consistency is what has kept a steady stream of leads coming in month after month, enabling Don to scale his business to flipping over 100 houses per month. For him, the key is not to give up too early but to stick with a strategy long enough to let the results unfold.

What Can You Do to Stay Consistent?

• Diversify Your Lead Channels: Don recommends using multiple lead generation methods like PPC, direct mail, and cold calling to ensure a steady stream of opportunities.
• Track Your ROI: Continuously track which marketing channels are bringing in the most qualified leads and double down on those.
• Commit to the Long Term: Understand that marketing channels like direct mail often take months to see real traction. Stick with it to build momentum.

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Mastering Sales and Acquisitions

Sales is an area where Don Costa truly shines, but it wasn’t always that way. When Don first started, sales didn’t come naturally to him. He had to learn by trial and error, carefully analyzing every conversation he had with sellers. By studying these interactions, he began to understand the nuances of human psychology—what drives people’s decisions, how to read their emotions, and how to identify their pain points. Through patience and persistence, Don became skilled at guiding sellers through the process, addressing their concerns, and offering tailored solutions. Over time, this deep understanding of human behavior allowed him to close deals more effectively and consistently. Don’s journey shows that even if sales isn’t a natural talent, it’s a skill that can be developed with practice and reflection. His ability to connect with sellers on a personal level and build trust has been instrumental in his success, making him not only a great closer but also a respected figure in the industry.

How Can You Master Sales in Real Estate?

• Learn From Every Interaction: After every sales call, ask yourself what went right and what could be improved. This reflection helps build muscle memory.
• Focus on the Seller’s Pain Points: Don emphasizes the importance of listening to the seller's needs and tailoring your pitch to address those specific problems.
• Build Trust and Rapport: Sellers are more likely to work with someone they trust. Don builds trust by being transparent and providing value in every interaction.

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Conclusion

Don Costa's journey from struggling investor to flipping over 100 houses per month is a testament to the power of systems, consistency, and continuous self-improvement. By implementing the lessons he’s shared, you can start scaling your own real estate business, whether you’re just starting out or looking to take things to the next level. The key to success, as Don has proven, is not just working hard but working smart with the right systems and mindset in place.

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FAQs

Q: How did Don Costa start his real estate journey?
A: Don began his real estate career in 2003, initially focusing on flipping houses. Over the years, he expanded his business by implementing scalable systems and mastering sales.

Q: What systems does Don use to manage 100+ flips per month?
A: Don relies on tools like Slack for communication, Google Sheets for tracking budgets, and a structured team process to manage multiple projects simultaneously.

Q: How does Don stay consistent with lead generation?
A: Don emphasizes the importance of consistency, using multiple lead generation channels like direct mail, PPC, and cold calling. He commits to these strategies long enough to see results.

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Additional Resources

For more information on scaling real estate business, check out these resources:

• Hesel Media: PPC and Meta Ads Management
• Remote Latinos: Lead Manager Placement

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