Best Practices for Working Your Leads

Whether you're new to our platform or a seasoned investor, following proven outreach strategies can significantly increase your connection and conversion rates. This guide combines best practices for phone, text, email, automation, and follow-up, giving you a clear roadmap to a favorable ROI.

Stepping Stones to ROI: Key Metrics to Track

ROI is the ultimate goal—but it’s built from consistently improving your funnel performance. Tracking these key metrics helps you identify where to optimize:

• Connection Rate: Aim for 80–85%. This measures the % of leads you make contact with (via phone, text, or email).
• Lead-to-Qualified Rate: How many leads are actually motivated? Track % that show a timeline, condition disclosure, or pricing interest.
• Lead-to-Appointment Rate: % of leads that commit to a follow-up call, meeting, or virtual walkthrough.
• Lead-to-Contract Rate: % of leads that move forward to sign an agreement or LOI.
• Closing Rate: % of signed contracts that successfully close and fund.

Outreach Strategy

Phone Outreach

• Attempt contact at least 12 times in the first 4  days
• Double or triple dial during initial outreach to spark urgency
• Use a natural tone—speak as if you’re calling a friend (“Hey, John!”)
• Say your name as a question: “This is [Your Name]?” to create curiosity
• Avoid company intros—focus on personal connection first
• Use “no-oriented” permission-based openers: “Probably caught you at a bad time?”
• Embrace silence—use pauses to give sellers space to engage

Texting Best Practices

• Texting is a tool to get on the phone
• Use open-loop messages that create curiosity without giving everything away (e.g., “Hey [Name], I forgot to ask one thing about your property.”)
• Be brief—avoid long, formal, or overly professional texts
• Respond fast. If a lead replies, call immediately

Email Follow-Up

• Emails work best as backup—send when texts/calls fail or to re-engage cold leads
• Use a human tone. Write like you speak
• Keep emails under 3 lines with a single CTA or question
• Use subject lines that create curiosity or feel personal

Example Templates:

• Subject: Just tried giving you a quick call
  Body: Hey [Name], I just tried calling about [Address]. Is now a bad time?
• Subject: Did you want me to stop reaching out?
  Body: Totally fine if the timing isn’t right — just let me know.

Automation Strategy

• Instant Lead Response: Trigger an auto-text or email when a new lead comes in
• Missed Call Response: Text back immediately: “Sorry I missed your call! Are you available now?”
• After-Hours Engagement: Let leads know you'll follow up first thing in the morning
• Follow-Up Drips: Set up 2–3 short texts/emails over 5–7 days
• Personalize automated messages with the lead's name, address, or inquiry details
• Blend automation with manual check-ins for high-value leads

Additional Tips

• Use a CRM: Track conversations, schedule follow-ups, and log every touchpoint
• Creative Follow-Ups: Try a meme, GIF, or voice note to break the ice
• Off-Hour Wins: Leads submitted at night or on weekends often show higher urgency
• Stay Consistent: The follow-up is where the fortune is—don’t give up too early
• Know Your Exit Options: Top clients don’t just wholesale—they use novations, seller finance, referrals, and flips

These Aren’t Just “Wholesale Leads”

Our best clients utilize multiple exit strategies to maximize each opportunity. Consider the following approaches:

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