How Are You Finding Consistent Wholesale Leads? Tips from Doing 10+ Deals a Month

Question

Hey everyone, I see a lot of newer investors asking how to consistently build a pipeline and actually get deals done (not just learn the theory). After wholesaling and flipping for several years, here’s what’s working for me and my team right now:

If you're on a budget:
Driving for dollars is still one of the best ways to start. You can also niche down into very targeted lists and door knock. These take more time, but they absolutely work and can generate real revenue without a big upfront spend.

At scale (what we do now):

Outbound marketing. Our system looks like this:
• Pull targeted lists from PropStream and Propwire
• Skip trace using multiple providers depending on the market
• Text + call using Launch Control and BatchDialer

The biggest lesson: consistency + follow-up wins. The first conversation rarely converts, have the expectation that it will take 7–15 touch points (if not significantly more). We treat outbound as “tomorrow deals,” not immediate ones.

Inbound:
Over the past two years, we’ve also leaned into inbound marketing. It requires more budget, but lead quality is noticeably higher since sellers come to you ready to talk. We’ve seen solid results with Google Ads and Facebook Ads so far.

The biggest lesson: speed-to-lead, the best-case scenario is answering the call live when it comes in. If that’s not possible, getting back to them within 2–3 minutes is critical since most sellers are calling multiple investors.

These are just some of the marketing strategies you can use in wholesale real estate, plenty of others work as well.

Curious how everyone here is building their lead flow right now. What’s consistently working for you, and what hasn’t panned out?

Andrea Fernandes · Answer

@Izaiah Barba the inbound point is the one that stands out most — "speed-to-lead, the best-case scenario is answering the call live when it comes in" is exactly right, and most people underestimate how short that window actually is.

The challenge with inbound specifically is that the lead is often contacting multiple investors simultaneously. Whoever responds first with clarity wins the conversation — not necessarily whoever has the best offer. A seller who feels heard in the first 2 minutes is already leaning toward you before you've even discussed numbers.

The outbound side gives you more control over timing. Inbound is the opposite — the lead decides when they're ready, which means your response system has to work regardless of what else is happening in the business.

Izaiah — on the inbound side, how are you handling leads that come in outside business hours or when the team is tied up on other calls?

Rauph Souleimanov · Answer

the speed to lead point is real, that window is way shorter than most people think. been automating the first response on inbound so something goes out immediately regardless of time of day. AI handles the initial conversation, gathers the basic info, and by the time I actually get involved I already know if it's worth pursuing.

the 7-15 touchpoints thing on outbound is spot on too. most people give up way before that. the only way to actually stay consistent on follow up at that volume is if it's running automatically, otherwise life gets in the way and leads just go cold

Ryan Murray · Answer

how effective do you find the Ai to be? and what service do you use for it?

Connor Quigley · Answer

Thanks for sharing!

Igor Ganapolsky · Answer

@Valentyn Minaiev you just hit on the exact right question. The whole debate between cold SMS at $7-10/lead with 7-15 touchpoints versus inbound at higher cost but better conversion misses a third option entirely: what if you never had to find the motivated sellers in the first place because someone already did the work for you?

That's what tax deed auctions are. Every county in the US has a tax delinquent property list. These are owners 1-3+ years behind on property taxes. The county has already:

• Identified them as distressed (they can't even pay their tax bill)
• Sent multiple notices over months/years
• Run the legal process (liens, hearings, court orders)
• Set a public auction date
• Published the full property list with opening bids

So instead of spending $7-10 per lead on cold SMS to people who might be motivated, you get a list where every single entry is provably motivated. The opening bids are typically 50-70% of assessed value, so the margin is built in.

For wholesalers specifically, this changes the math completely. You don't need to cold call 1000 people to find 5 motivated sellers. You show up to the auction (or bid online), pick the properties with the best spreads, and either buy them yourself or — this is the play — line up cash buyers BEFORE the auction and assign your bidder position. The buyers get access to properties they can't find on MLS. You get an assignment fee. Nobody needed to be cold-called.

Most counties publish their tax deed lists 30-60 days before the auction. That's your marketing window. No PropStream subscription, no skip tracing, no batch dialer. Just the county clerk's website.

Adrian Teo · Answer

I primarily use the MLS to find distressed properties and then run my analysis on them.

Valentyn Minaiev · Answer

I wonder about SMS bulk conversion rate, I mean it's really cold SMS, maybe better to reach owners that is probably ready to sell and save some marketing budget?

Andrea Fernandes · Answer

@Izaiah Barba

that's a solid holding pattern but at the volume you're doing, "as soon as possible" still has a variable window depending on what the team is doing when the call comes in. The seller who called 3 other investors while waiting has usually made a decision before you get back to them.

The upgrade from there is an instant automated first touch that goes out in under 60 seconds — conversational enough that it doesn't feel like a bot, specific enough that it qualifies basic intent before your team picks it up. By the time a human gets involved the lead is already warm and you know if it's worth pursuing.

Rauph's 2am example is exactly this in practice.

— Andrea

Izaiah Barba · Answer

@Andrea Fernandes we text them and say we will get back to them as soon as possible!

How Are You Finding Consistent Wholesale Leads? Tips from Doing 10+ Deals a Month

How Are You Finding Consistent Wholesale Leads? Tips from Doing 10+ Deals a Month

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