Quick question about your wholesaling journey?

Question

Wholesalers who closed their first deal: what were you doing wrong the month before it finally happened?"

Then add two or three lines of your own context so it doesn't read like a drive-by:

"I'm 3 months into working El Paso and Cleveland — daily cold calling off tax delinquent, vacant, and probate lists. Getting conversations but nothing locked up yet. Trying to figure out if I need to change something or just keep dialing. For those who've been through this stretch: what was the thing you fixed right before your first close?

Terry Godfrey · Answer

Abel — this is gold, thank you. The follow-up piece especially. I'll be honest, I've been treating the first call like the whole game, and you just named my blind spot. A dozen touches before conversion isn't something I'd built for at all.

Two things I'm going to act on: build an actual follow-up sequence instead of winging it, and tighten my questions around pain points and real motivation, not just "are you looking to sell."

Quick one if you've got a sec — when you say a dozen touches, are you mixing channels the whole way through, or leading with calls and layering in text/mailers as they go cold? Trying to figure out the rhythm.

Appreciate you taking the time. This helped.

Terry

Abel Curiel · Answer

Hey Terry,

Glad I could help. I believe taking those 2 action steps will help tremendously to schedule more appointments, increase the quality of your appointments, and convert more leads into deals.

Quick one if you've got a sec — when you say a dozen touches, are you mixing channels the whole way through, or leading with calls and layering in text/mailers as they go cold? Trying to figure out the rhythm.

It is a mix of channels the whole way through... you can schedule emails to go out periodically, and send handwritten letters between calls/texts/emails/etc. You can even have a follow-up campaign post-conversion/sale (for future referrals)..

Happy to answer any other questions you have.

There are plenty of posts on BP (you can find using the search feature) with more details & quality advice on follow-up campaigns and more.

Abel

Igor Ganapolsky · Answer

Terry, you mentioned you're calling off tax delinquent, vacant, and probate lists in El Paso and Cleveland. Abel's follow-up advice is critical — but there's something else that might be happening before you even get to follow-up.

**You're already pulling from the right three data sources. The question is: are you finding where all three overlap on the same property?**

Here's what I mean. Most wholesalers call from each list separately:
- Monday: call tax delinquent properties
- Tuesday: call vacant properties
- Wednesday: call probate properties

Each call is a cold call. The seller doesn't know why you're calling. You're one of 50 wholesalers who called them this week from the same list they all bought.

But when you cross-reference those three lists and find the properties that appear on ALL THREE — tax delinquent AND code enforcement violations AND probate filed — something changes. Now you're not calling from a list. You're calling about a property where three independent county departments have already documented distress.

For El Paso specifically: the County Tax Assessor-Collector publishes tax delinquent properties. The city's Code Enforcement division publishes violation addresses. And the El Paso County Clerk publishes probate and estate filings. All public record, all free.

When you find a property that shows up in all three, your first call sounds different:

"I'm calling about [address]. I noticed there are some tax records and code items on the property, and I wanted to reach out directly to see if there's a situation I might be able to help with."

That's not a cold call anymore. That's a call with context. And when Abel says follow-up is where the money is made — it's a lot easier to follow up when each touch can reference something new from public records. "I noticed the code enforcement item on your property got updated last week" is a follow-up with substance, not just "checking in."

The gap between "getting conversations but nothing locked up" and closing might not be your call script or your follow-up rhythm. It might be that you're calling from three separate lists instead of finding the convergence point where all three data sources confirm the same property is distressed. That's where motivation stops being something you have to guess about — it's documented in government records.

@Terry Godfrey one practical step: take your current El Paso tax delinquent list, cross-reference it against code enforcement violations, then cross-reference that result against probate filings. The properties that survive all three filters are your highest-motivation leads. Those are the ones where a dozen follow-ups will actually convert, because the motivation isn't in your head — it's in public record.

Abel Curiel · Answer

Hello Terry,

The biggest change I made was creating and fine-tuning a follow-up system. Deciding how often to follow up and what to say on follow-ups (and executing) will help with your conversion.

Of course, wherever you see room for improvement, it is important to keep fine-tuning your calls and conversation approach/script. Specifically, you want to make sure you're asking the right questions to find out the prospect's pain points, motivators, ideal outcomes, and long-term goals.

However, follow-up is where the money is made (and lost)... I'm not sure what works in your market, but some leads require about a dozen touches after the initial conversation before they convert to a deal. Follow-up methods include calls, emails, text, mailer, drop-bys, online re-targeting ads, etc.

All the best!

Abel

Quick question about your wholesaling journey?

Quick question about your wholesaling journey?

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