Best Practices for Working Your Leads

Modified on Wed, 13 Aug at 11:25 AM

Best Practices for Working Your Leads

Whether you're new to our platform or a seasoned investor, following a few proven strategies can make a major difference in turning leads into deals. This guide outlines what makes a lead viable or refund-eligible, details the key steps to achieving a favorable ROI, and shares best practices used by our top-performing clients.

What Is a Viable Lead?

The contact responds via phone, text, or email
They express a legitimate desire to sell
They are open to having a conversation—even if not immediately ready to move forward

What Is a Bad Lead?

Both the phone number and email are invalid
The property is listed on the MLS
The contact clearly states they have no intention of selling

Think a lead fits this criteria? Submit it through our Refund Policy for review.

Building Toward a Favorable ROI

Your ROI is the ultimate goal but getting there takes deliberate effort. Think of these as your stepping stones to success:

1. Maximize Your Connection Rate

It takes an average of 7–8 calls to make first contact
Some leads answer immediately; others may take 15+ attempts
People screen unfamiliar numbers—use double or triple dialing in the first few days
Send short, simple texts and emails with direct questions

Target connection rate: 75–80%

2. Track Your Conversions

Leads → Qualified leads (motivation, timeline, condition)
Leads → Appointments
Leads → Signed contracts
Leads → Closed deals

Review performance quarterly—not lead-by-lead or week-to-week.

3. Use a CRM

Automate text and email follow-ups
Log all communication and notes
Track KPIs and progress
Stay organized and focused

Reminder: Lead data is only available in the portal for 90 days. Be sure to export and store leads in your CRM regularly.

Managing Lead Flow: When to Pause and When to Push

You can pause your account for up to 30 days if needed.

However, we’ve found that leads submitted after hours often come with higher motivation and faster title transfers—consider staying active even on evenings or weekends.

These Aren’t Just “Wholesale Leads”

Top clients succeed by using a range of exit strategies:

Wholesaling
Fix & Flip
Novations
Seller Financing / Subto
BRRRR & Rental Portfolios
Listing referrals (for licensed agents)

Additional Sales Tips

Call ASAP—ideally within 5 minutes of receiving the lead
Mirror and match tone to build rapport
Use open-ended questions to uncover seller motivation
Always set a next step at the end of each call
Most deals happen in the follow-up—stay persistent
Know your numbers—review your data and adjust accordingly

You're Closer Than You Think

When you follow these best practices, you're setting yourself up for success and a strong return on your investment.

Need help creating a strategy? Our Customer Success Team is here to support you.

Reach out to support@propertyleads.com and we’ll gladly help you map out a plan of action.