Technology is the backbone of any scalable real estate business, but how you implement it is what truly drives results. In this episode, Tiffany shares how building and optimizing a phone-based sales system transformed their business, turning a struggling team into a highly productive revenue engine. From leveraging call audits and live coaching to maximizing efficiency with the right dialing tools, she breaks down the systems that made scaling possible.

The conversation also dives into the critical role of CRMs, follow-up strategies, and data-driven decision-making. Tiffany explains why most investors lose deals due to poor systems, not poor leads, and how a “no lead left behind” approach can dramatically increase conversions. She highlights the importance of clean data, proper tracking, and automation to ensure every opportunity is captured and nurtured.

Beyond technology, the episode emphasizes leadership and culture as the foundation of long-term success. While systems can be outsourced, building and managing a high-performing team cannot. For investors looking to grow, this episode delivers practical insights on combining the right technology with strong leadership to create a business that scales efficiently and sustainably.

About Tiffany High

Tiffany High is a real estate investor, entrepreneur, and sales team strategist known for helping investors scale through systems, structure, and high-performance teams. As co-founder of Hi Homes alongside her husband Josh, she operates a high-volume real estate business completing hundreds of wholesale and rehab deals annually.

She is also the co-founder of Results Driven ROI, where she works with experienced real estate investors to build, train, and optimize sales teams that drive consistent revenue. Tiffany specializes in creating scalable processes, particularly in phone-based sales operations, combining technology, data, and leadership to improve productivity and conversion.

With a background rooted in both real-world investing and business operations, Tiffany is recognized for her no-nonsense approach to growth, emphasizing that true scalability comes from strong systems, effective follow-up, and a culture built on accountability and performance.

Important Links

Watch & Listen

• Results Driven ROI – Coaching for experienced real estate investors building phone sales teams 👉
• Tiffany High – Instagram: @tiffanyhighofficial | Josh High – Instagram: @joshhighofficial
• smrtPhone – The only phone system built for real estate investors
• ThatRealEstateTechGuy.com – All episodes and exclusive tech discounts

I can tell you one thing. Technology is the single most important aspect of every business that has successfully scaled. It’s time for That Real Estate Tech Guy, your weekly chance to explore how technology can help your real estate business explode. Each week, you’ll hear from real estate investors who have been there and done that, and discover their favorite technology tips.

Listen in as Jordan speaks with tech companies and explores new technologies and ideas that will help you scale your business. Now, join your host, Jordan Samuel Fleming, CEO of smrtPhone, for this week’s episode.

Hey everybody, welcome to this week’s episode of That Real Estate Tech Guy. I’m excited to have my co-host for today, Tiffany. Tiffany, could you go ahead and introduce the many ways you interact with the real estate investor ecosystem?

Thanks for having me. My husband Josh isn’t here with me today, but he’s my business partner as well. We own a company called Hi Homes, where we actively wholesale and rehab with an on-the-ground portfolio. We do around 300 to 350 deals a year. We also own Results Driven ROI, where we work with experienced real estate investors on how to build sales teams the right way. A lot of people enter this industry thinking they want to make seven figures, but they don’t realize you can’t get there without building a team. That’s where we come in.

I’m excited to talk to you because I’ve known you guys for a couple of years and have seen how you work with people. What you mentioned is very true, especially when it comes to the technology side. If you’re serious about scaling a business, technology is a huge part of it.

Absolutely. I can’t stress enough that tech has been one of the biggest game changers for us. Outside of that, learning how to manage people properly is probably the second hardest thing. That applies not just to our industry, but to any business.

I’d love to understand how you reached the point where you realized the proper application of technology would create massive benefits. What did that journey look like?

About four years ago, we had scaled to a sales team of around 12 people on the phones, and honestly, it was miserable. One major issue was trying to get them to call even 60 people a day. We also had culture and management problems. But one thing we realized was how much we had taken our phone system for granted.

At the time, we were hand dialing. Even though we had some recording features, it was still inefficient. Eventually, I had to let go of three-fourths of my staff because I couldn’t get the productivity needed for what I was paying. That forced me to step back and decide whether to quit or rebuild the right way.

One of the first things we implemented was a system that maximized productivity and allowed for proper training and coaching. Once we implemented the right phone system, everything changed. We now have eight salespeople doing four times the revenue we used to do with 12, simply because they’re more productive.

That’s powerful. One thing I hear a lot from investors is the challenge of maintaining quality and accountability on calls. How do you use technology to ensure proper training and consistency?

Great question. First, we emphasize call audits. Any business built around phone sales should be auditing calls regularly. Many people treat sales as an art, but once you start treating it as a science with a structured process, scalability becomes possible.

You need a phone system that records calls so you can coach using real examples. Another key feature is call whispering, where managers can coach live during calls without the prospect hearing. That allows real-time training instead of waiting until after a deal is lost.

Live transfer is also critical. Too many businesses rely on appointment setting, which slows everything down. When a lead is ready, you should transfer them immediately to a closer. Waiting gives them time to change their mind or talk to competitors.

Those are key features that make a huge difference in productivity, income, and building strong sales habits.

That makes a lot of sense. Another area investors talk about constantly is follow-up. How do you leverage technology to make sure no leads slip through the cracks?

That’s a big one. When we had our earlier struggles, part of the issue was that reps couldn’t even keep up with new leads, let alone old ones. As your business grows, your leads and follow-ups stack up, and it becomes impossible to manage manually.

That’s where technology comes in. It’s not just about having a system, but how you set it up. We focus heavily on what we call the “No Lead Left Behind” approach. We configure our CRM and dialing system so that follow-ups are automated and prioritized correctly.

Because of that setup, 56% of our deals come from leads that weren’t initially closed but were followed up properly. Without the right system, those opportunities would have been lost.

That ties into CRM usage. A lot of people say they have a CRM, but it’s really just a glorified spreadsheet. What should people focus on?

Exactly. A CRM isn’t just about storing data. It’s about how adaptable it is. The most important thing isn’t whether you use Podio, Salesforce, or anything else. It’s whether your system can evolve as your business grows.

You also need strong tech support. If your system can’t be updated quickly, it will hold you back. That’s why we built a dedicated tech team for our community, so updates can be done within 48 hours.

Also, understand that starting cheap can cost you more later. As your team grows, your needs will change, and your system must adapt.

Another key piece is communication history. One of our biggest early mistakes was not properly tracking conversations. Sometimes we’d follow up with someone years later, and their situation had completely changed. Without proper records, you miss context and opportunities.

Automation also plays a big role. Text sequences, reminders, and structured follow-ups allow your system to do the work instead of relying solely on people.

Data is another major factor. What’s your approach there?

If I could go back, I would invest in higher-quality data from the beginning. It’s more expensive, but we’ve seen up to 20x ROI compared to cheap lists.

Many investors just buy a list, skip trace it, and hope it works. When it doesn’t, they blame the data. In reality, the issue is usually the system and follow-up process.

You also have to understand timing. Some leads take months to convert. If your system isn’t built to nurture them properly, you’ll lose deals and think the data failed.

Tracking is critical too. You need to track not just marketing performance, but also your team’s performance. Data should guide your decisions, not guesswork.

That’s a huge point. It’s not just about having data, but understanding what it’s telling you.

Exactly. Most problems in business can be solved by analyzing the data properly. Instead of reacting emotionally, you should look at the numbers, identify the root cause, and make informed decisions.

Now let’s move into the Fast Five.

What tech product has had the biggest impact on your business?

Hands down, the phone system. Our entire business is built on phone sales, and improving that system increased our productivity and revenue dramatically.

What’s the biggest mistake you’ve made with technology?

Not having the right phone system features early on, like call recordings and whisper coaching. That created friction, hurt culture, and made training ineffective.

What’s your best advice for integrating technology?

Outsource it. Most investors are great at sales, not tech. Don’t waste time trying to figure it out yourself. Work with a team that can implement it properly.

What’s one thing you wish you knew when starting?

The importance of leadership. You can outsource tech, but you can’t outsource leadership. Building, training, and managing a team is essential.

Finally, what three technologies should someone starting out focus on?

First, a phone system. Second, a CRM to track and manage leads. Third, if possible, a customizable CRM that can grow with your business.

Tiffany, this has been incredibly valuable. Where can people find you?

You can find me and Josh at tiffanyandjosh.com. If you’re doing at least two deals a month, you can apply to work with us there.

Thanks again for joining. This was packed with insights, especially around building and scaling a phone sales team.

Thanks for having me.

Thanks for listening to another episode of That Real Estate Tech Guy. Head over to thatrealestatetechguy.com to check out all episodes and get special discounts on top real estate technology platforms.