Only Getting 30–40% Pickup on Warm Leads — Is That Normal?

[George Punnen]

Hey folks — I recently got into wholesaling and have been doing a bunch of cold calling over the past few months. I’ve been tracking some basic metrics across my operation and I wanted to sanity-check something with the community.

I’ve read a bunch of posts and research on cold calling, and it seems like a 3–6% pickup rate on cold leads is fairly standard. That aligns with what I’m seeing, so no surprises there — but curious if anyone’s cracked that number.

What I’m more curious about is warm lead pickup rates — specifically, when a seller replies to a text message campaign saying they’re interested in an offer, and then I try calling them. I’m currently seeing a 30–40% answer rate on those calls.

Is that in line with what others are seeing? Or am I doing something wrong?