The short version: Most deals don't close on the first call. Top investors call fast, learn the seller's real problem before talking price, solve that problem, and keep following up for weeks, months or even years. A lead that isn't ready today can be your best deal next quarter.
Most deals come from follow-up
"Most of our deals come from followup. I would say probably 7 to like 10 conversations, like not just calling, but actually like having a combo before they actually sign. We had a deal recently that the followup was 2 years. And I think that's why we do better than most. Most people just drop a lead after the, you know, on the first couple phone calls."
Matthew Doval, Bluestone Investment Group, LLC · Watch the video
Seven to ten real conversations before a signature is normal. If you stop after two calls, you're handing the deal to whoever keeps going.
The first call: learn before you offer
Before you talk numbers, get clear on four things:
- Condition. What shape is the property in and what does it need?
- Timeline. When do they need to be done?
- Motivation. Why are they selling, really?
- Price. What number do they have in mind, and what do they need the money for?
Sellers who throw out a number early often move once they're in a real conversation. Ask questions, let them talk, and save your offer until you understand the problem.
Solve the problem, not just the price
The best offer isn't always the highest one. It's the one that fixes what's keeping the seller up at night.
"It's not all about the price. Sometimes you can get a lower price if you just listen to them, show compassion... 'Hey, do you need some moving help? Do you need some boxes? I see you have two dogs. Do you need for me to find a boarding place for them?' But already she said, 'I already want to go with you because you provided this and this and this.'"
David Villalobos · Watch the video
Tang Wynn, working a deal with Stan Medina, found a seller in Iowa who had moved to Houston and was paying two mortgages. He built rapport over the city they both knew, offered a creative option, and let the seller choose. The seller took a cash offer that paid off his $35,000 mortgage on a house worth $116,000 to $119,000. Watch the video
Give the seller options
A straight cash offer won't fit every seller. Investors with more than one exit (cash, creative terms, novation or a listing) can make a deal work on more leads.
"The name of the game with PPL is you're going to get leads where it just makes sense to like list them at the end of the day. So, I just want to make sure I have an exit strategy to expand my toolbox."
Kody Knuth, ST Wholesaling LLC · Watch the video
Meet in person when you can
Scott Cunningham of Brick By Brick calls, learns the background, and books an appointment within a couple of days. He offered $145,000, the seller asked for $150,000, and he agreed. He sold it at $193,000 within a day.
"I convert belly to belly. That's just how I've always done it and it's worked well for me."
Scott Cunningham, Brick By Brick · Watch the video
Don't push too early
James Dorsen could have signed his seller on the first hour-long call. He let her think about it, called back two days later, and closed 7 days after the lead came in. Pressure on the first call tends to create deals that fall out of contract.
Build a follow-up system
- Log every conversation. Write down the seller's situation, their number and what they said they need. Your next call should pick up where the last one ended.
- Set the next touch before you hang up. A date, a time and a reason to call back.
- Sort leads by urgency. Hot leads get daily attention. Nurture leads get a steady cadence.
- Keep long-term leads alive. Drips and check-ins for sellers who aren't ready yet. Some will be in 6 months.
- Find what works for you. Edward Nave tracked which lead types converted best for him and focused there.
"Most importantly, I think I figured out which leads work best for me. The one with the fire emoji. Those are the ones that have a higher conversion rate."
Edward Nave, Profundity Ventures LLC · Watch the video
That fire emoji marks Leadzolo's top-performing lead type, Residential Off-Market.
One lead, three deals
Follow-up pays off in ways you can't predict. Freedom Fast Solutions got one lead in November, went under contract the first week of January, and turned it into three deals.
"We recently got one where it was one lead and we actually got three deals out of it. Two of those are closed. One of them is on the market right now."
James Tebelman, Freedom Fast Solutions, LLC · Watch the video
Start with sellers who want to talk
Leadzolo's inbound leads come from homeowners who asked for an offer, with the reason they gave for selling. Every lead won through bidding is exclusive to you.
See How Leadzolo Works →Follow-up FAQ
How many times should I follow up with a seller?
Until they sell or tell you to stop. Investors above talk about 7 to 10 real conversations before a signature, and some deals take a year or more.
How fast should the first call happen?
Within minutes. See our speed to lead guide.
What if a lead isn't motivated right now?
Put it on a nurture cadence. Timelines change when life does. Leadzolo also offers No Rush Opportunity leads for teams that are strong at long-term follow-up.