BiggerPockets Podcast 158: An Easy-to-Follow Blueprint for Building Your Real Estate Deal Pipeline with Jeff DeCarlo

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Great real estate deals can be hard to find in a competitive market. So how do some investors manage to find multiple deals every month? That’s the focus of today’s show, where we sit down with active real estate entrepreneur Jeff DeCarlo as he shares his step-by-step blueprint for getting hundreds of leads from motivated sellers! You’ll love the “extra mile” Jeff goes to ensure his real estate pipeline never dries up!

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In This Episode We Cover:

  • BiggerPockets Podcast ArtworkWhat Jeff did before he started investing
  • How he was laid off during the crash
  • The first wholesale deal he completed
  • How he learned things that courses don’t teach
  • The details of Jeff’s first deal
  • What transactional funding is
  • What investors should know about wholesaling
  • Two different ways to close deals when wholesaling
  • The costs involved in wholesaling deals
  • Great tips for getting a mentor
  • The main focus of Jeff’s business today
  • How to wholesale 4 deals per month
  • What to do when problems arise
  • How to stay in control of your deal
  • The strategies he uses to invest
  • What you should know about direct mail marketing
  • What to do with bad addresses
  • How Jeff puts together his mailing list
  • How to get deals despite being the “smaller guy”
  • The difference between those who persist and those who don’t
  • Tips for estimating repairs
  • A discussion on partnering with other wholesalers
  • And SO much more!

Links from the Show

Books Mentioned in this Show

Tweetable Topics:

  • “If you never get to your first deal, you will never figure stuff out.” (Tweet This!)
  • “The experience is worth more than even getting that big first cheque.” (Tweet This!)

Connect with Jeff

About Author

Thanks for checking out the BiggerPockets Real Estate Investing & Wealth Building Podcast. Hosts Joshua Dorkin & Brandon Turner strive to bring top-notch educational content and interviews to our listeners -- without the non-stop pitch prevalent around the industry. With over 180,000 listeners per show, the BiggerPockets Podcast has become the biggest real estate podcast in the world. But don’t take our word for it. We’re the top-rated and reviewed real estate show on iTunes — check it out, read the reviews on iTunes, and get busy listening and learning!


  1. Jonathan Makovsky

    Loved this show – Jeff you were fantastic and so real!

    One point that I kept nodding my head was that it is not a one-size fits all model. There is no perfect phone script, no perfect mailer, no perfect offer-letter, etc. You tried so many different things with a lot of different people and most of the times – like all of us – you didn’t succeed. But because you continuously put yourself out there so much you get a helluva a lot of deals done per month. I really commend your hustle Jeff!

    Newbies, I think it’s really worthwhile to note that if you want anything in real estate (like a good property, a good contractor, a good lender, good private investors, good employees, a good mentor, etc.) you need to see/interview/put offers on SO MANY to find the right one(s) and it takes a lot of time and work to find it. But at the end of the day – just like Jeff – we talk about the many deals he’s done in a month, not all the ones he missed on to get there.

    Keep on rockin Jeff!

    • Jeff DeCarlo

      Hey Jonathan,
      Thanks for the comment!

      Thats’s a good point, nobody highlights the missed deals or the mistakes they have made to get to a place where this business is providing a good living and the lifestyle you choose! Not every deal is going to work out, you are not always going to say or do the right thing w/ the sellers and buyers. I have probably learned more from the deals that didn’t work out then the ones that went super smooth. If it was easy and didn’t take work everyone would be doing it!

      That being said, it is not rocket science, you do not need a law, physics, MBA, or PHD degree to get started in this business! All the info you need to get started is out there and within this community. With some hard work, determination, and ACTION you can get started today and make a great living and create the lifestyle you choose!

      Get out there make some mistakes and make it happen!!

  2. Paul Sorgi

    Jeff is a great example of using the 25 25 50 rule which I first learned reading the book “The Pledge” by Mark Ford . 25% of his time learning through reading, 25% of his time learning from others, and 50% of his time taking LOTS of ACTION.

  3. Brian Krause

    Great show Jeff. You really had a great number of tips that I’m going to be listening to this one more time with a notepad (usually I do while I’m in the car). You really did a great job of laying out a business plan around doing mailings. As a new guy I found it quite helpful.

  4. Ryan Miller

    Great podcast. I just started listening to BP podcasts in the last month, as I’ve been looking into rentals. I’ve been wholesaling for a couple of years and have really enjoyed it. I’ve never been big on seminars because of the way they are structured, but the BP podcasts are great. People speaking form their experiences vs selling you on something is much more my style.

    I would like to hear more podcasts on wholesaling.

  5. tracy r.

    Hi Jeff,

    Just came across this podcast, thank you for being so real and open about how this biz has been for you, and how you’ve found your “place” in it. I am just starting to learn and figure out what I want my niche to be by listening to BP podcasts and webinars. (side note: A big thanks here to Josh and Brandon for always being so detail-oriented and really digging down into topics that your interviewees mention, in case a newer person is listening)

    Ok, back to my question for Jeff: I would appreciate it if you could give a bit more detail on something you mentioned in the last 6 mins. I believe you said you go onto the sites where you can buy the lists, to find out where the cash buyers are by pulling the cash transaction areas. You mentioned you don’t have to actually buy those lists, but now you can know the zips where the highest cash transactions are, and those are where the wholesalers and rehabbers are active.

    I was wondering whether you could give some more detail on exactly how you do this process on the list-buying sites. I tried to do it on one of them, but I haven’t actually bought any lists yet, so I got confused when I was trying to test this, to see where a good area to start “farming” would be. (I know it was getting to the end of this show, so that’s probably why you didn’t go into more detail then.)

    Thanks a bunch if you can give anymore details, and thanks again for such a fun, informative, and “real” show!

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