You Have 500 Leads. Now What? How to Prioritize Your List So You’re Not Wasting Marketing Dollars.

Sponsored by PropStream As a real estate investor, you already know that finding deals is the cornerstone of building a successful business. Building a list of potential sellers is pretty straightforward these days—there are software tools that can easily generate a list of 500 potential leads. So, not knowing how or where to find leads is definitely not an issue. The issue is that you diligently mailed and called everyone on your huge list, got a very low response rate, and concluded that “marketing doesn’t work.” Maybe these data tool-generated lists are overhyped? Maybe you should go back to old-school ways of looking for motivated sellers, e.g., direct outreach? Let’s pause at the phrase “motivated seller.” That’s your real issue right there—not using a tool that “doesn’t work” but treating every name as equally likely to sell. To succeed, you must learn how to prioritize, and that involves reframing your goals from “How do I find leads?” to “How do I know which leads are worth spending money on first?” Here’s how you do that. What “Motivated” Actually Looks Like in Data The idea of a “motivated seller” can seem like a vague one. Traditionally, investors using direct outreach t...