How Do You Handle Your Leads?

Question

Just asking all the Real Estate Investors on here.. Where do you source your leads from? How do you handle them.

Do you hire cold callers to do the work for you?

Jay Toluganti · Answer

@Leo Chukwuma as I said, I work with wholesalers. Thats different mindset than an operator mindset.

Andrew Caranto · Answer

I second those who recommend to cold call yourself. This doesn't need to be your main job or even a core part of your workflow forever, but I absolutely recommend it because there are things you will learn and realize about the game that you won't gain otherwise by hiring other people to talk to your clients and build the relationships for you.

It's also important just to know for yourself that you're willing to do the dirty work and conquer the fear of getting on the phone with a stranger and potentially getting turned down.

I was the only person on my team willing to get in and do this. The others were masking their fear by saying things like "Cold calling isn't for me" or "Something just doesn't feel right about it and I think we need to adjust our strategy." Not only did I end up feeling amazing after getting through many calls on my own, but I also found that I was much more successful than I anticipated. Even smaller time blocks of calling agents led to follow-ups booked on my calendar and interest in an LOI to acquire a property.

Again, you don't have to do this for life, but I highly recommend doing it for a season, especially as you're getting started with managing and sourcing leads.

Dominic Magallanez · Answer

I am new to real estate and do all of my cold calling. If you have time I would suggest doing it yourself due to what you gain from it. It's a much more personable experience for your buyer/seller knowing that they are talking to the person they are going to be dealing with directly. We get our leads from a program called Propstream.

Dominic Mazzarella · Answer

I’ve found the biggest bottleneck usually isn’t the follow-up or even the calling, it’s the quality of the leads going in. You can have a solid process and still burn a ton of time if you’re working through stale or widely circulated lists.

Once you’re looking at cleaner, earlier opportunities, the handling side gets a lot simpler. I still do outreach myself, but I’ve shifted way more focus toward what I’m reaching out to instead of just trying to scale volume.

Mohammed Rahman · Answer

Hi Leo,I actually handle a lot of my own cold-calling since I’m also a broker. I source leads from a mix of direct marketing, online platforms, and networking, but a big part of my approach is picking up the phone and talking to people directly. When I see potential in a lead, I follow up frequently and consistently. My system is pretty simple - just spreadsheets and a dial system to track contacts, notes, and next steps. Even without fancy tools, staying organized and persistent makes a huge difference in turning leads into actual deals.

Araba Ayomide · Answer

This is the right mindset. Consistency beats fancy tools every time. The spreadsheet works until volume makes it unmanageable, and then the discipline that got you here starts working against you because there's just too much to track manually.

That's usually the tipping point where a proper system pays for itself — not replacing the hustle, just making sure nothing falls through when the pipeline gets full.

Leo Chukwuma · Answer

Thanks for this beautiful response Jay, do you call your leads by yourself?

How Do You Handle Your Leads?

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