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You Might Not Need Any More Leads
What happened to the last ones?
One of the most common conversations I have with investors goes something like this: "I need more leads." Maybe. And if that's truly the problem, I wrote about that last week. Most investors would benefit from having more opportunities entering their pipeline. But before you spend another thousand dollars on marketing, another software subscription, another mailing campaign, or another lead source, it might be worth asking a different question: What happened to the last leads?
When we first started investing in Georgia back in 2002, one of our primary lead sources was foreclosure notices. Georgia is a non-judicial foreclosure state, which means the timeline from public notice to foreclosure auction is incredibly short. In many cases, sellers have only about thirty days before their property is sold on the courthouse steps. We looked for ways to contact these homeowners and offer solutions before the auction. Sometimes we bought properties subject-to the existing financing. Sometimes we bought them outright. Sometimes we simply helped people understand their options. At first, almost nobody said yes. Many of those properties went all the way to foreclosure auction, where we occasionally bought them for cash. I assumed that if someone rejected our offer the first time, the answer was final.
Then, after nearly a year of doing this, I had a realization. What exactly did I have to lose by asking again? So we changed the process. Instead of making one contact and moving on, we followed up about a week later. The results were immediate. Instead of getting one yes every few months, we started getting one or two every month. Nothing changed about the market. Nothing changed about our offer. Nothing changed about the foreclosure timeline. The only thing that changed was the follow-up.
That lesson has stayed with me for more than two decades because I've seen the same pattern repeated again and again. Many investors assume they have a lead problem when they really have a follow-up problem. They spend their time searching for new opportunities while neglecting the opportunities they've already worked hard to create. A lead says no today and gets forgotten. A voicemail isn't returned. An email sits unanswered. A prospect who wasn't ready last week is quietly removed from consideration. Meanwhile, life keeps happening. Sellers talk with family members. Financial situations change. Repairs become more expensive. Deadlines get closer. People who weren't ready to make a decision yesterday may be ready today.
This is why responsiveness matters so much. I love good technology and I use plenty of it myself. Tools like ReSimpli and other CRM platforms can be incredibly valuable, but not because they magically create deals. They don't. Their real value is helping you remember conversations, organize follow-up, and maintain relationships long enough for opportunities to develop. The software supports good habits. It doesn't replace them.
The older I get, the more convinced I become that real estate is fundamentally a service business disguised as an investment business. The people contacting us are almost always dealing with some kind of problem. A seller may be facing foreclosure, probate, divorce, relocation, debt, or a property that has become a burden. A buyer may be nervous about making the largest purchase of their life. A tenant may have a leaking water heater at the worst possible moment. They aren't looking for another sophisticated system. They're looking for someone who responds.
The investors who build lasting businesses eventually stop asking, "How do I get more leads?" and start asking, "How can I better serve the people already in my pipeline?" That shift changes everything because it forces us to think less about acquisition and more about relationships. Before you invest in another lead source, take a hard look at the opportunities you've already generated. How many people have you spoken with in the last six months who deserve another phone call? How many conversations ended simply because you assumed the answer was no? You may need more leads. But you might discover that the next deal isn't hiding in a new marketing campaign. It might be waiting in a conversation you never finished.
Recommended CRM for Investors
RESimpli — The all-in-one CRM built specifically for real estate investors. Skip tracing, list stacking, built-in dialer, drip campaigns, direct mail, driving for dollars, and AI-powered lead follow-up — all in one place, no integrations required. Best for wholesalers and active investors who are tired of duct-taping five subscriptions together and want one system that runs the whole operation. Start Your Free Trial
Recommended CRM for Agents
Most agents know the best listings come from sellers who aren't listed yet — expired listings, FSBOs, pre-foreclosures, and motivated homeowners in target neighborhoods. The problem is finding verified contact data fast enough to be first on the phone. REDX solves that. It pulls real-time data across five lead categories, verifies the numbers, and pairs it with a built-in power dialer so you're spending your prospecting block actually talking to people instead of copy-pasting phone numbers. Sign up through our link and the $150 setup fee is automatically waived at checkout. Get Started.
Resources
Vetted tools, services, and resources for real estate professionals. We only list what we'd use ourselves. More tools, more resources — browse the full library here.
🔑 Property Management
🔑 Buildium — Professional property management software built for landlords who are serious about scaling. Best for growing companies or management companies with 50+ doors. Start Free Trial
🔑 PadSplit — Convert your rental property into a coliving space and earn 60%+ more than a traditional rental. PadSplit handles member management, marketing, screening, and collections. Get Started as a Host
🔑 DoorLoop — Modern property management software rated #1 in customer support. Everything you need, nothing you don't. Start Free Trial
🔑 Rentec Direct — Collect rent, manage maintenance, and run reports — all in one property management platform. Best for landlords who want reliable software with live US-based support. Start a free trial
🔑 Stessa — The free property management and accounting platform built for landlords — track income and expenses, collect rent online, screen tenants, and generate tax-ready reports. Get Started for Free
🔑 TurboTenant — Free property management software for independent landlords. Listings, screening, leases, and rent collection in one place. Try Free
🔑 EZ Landlord Forms — State-specific lease agreements, tenant screening, online rent collection, and a library of 450+ forms — everything you need to run a rental property by the book. Get Started
🔑 RentCast — Real-time rent estimates, comps, and market trends for any U.S. property — 140 million properties tracked. Know what your unit should rent for before you price it. Try RentCast Free
🏖️ Also Today — Short-Term Rentals Top Picks
Full STR category appears Sunday.
🏖️ Hostfully — Run your entire short-term rental business across multiple platforms from one place. Digital guidebooks, automated messaging, and clean property management. Book a Free Demo
🏖️ Guesty — STR property management across 200+ booking channels. One dashboard, every platform. Get Started
📊 AirDNA — STR market data for 10 million+ properties across 120,000 markets. Know before you buy. Create Your Free Account
💲 Wheelhouse — Automatically optimizes your short-term rental rates using real market data from 21M listings analyzed every night. Users average 20.6% more revenue. Try Wheelhouse Free
🎓 Education and Training
🎓 Oceanview Commercial Lending — Start your side-hustle as a Commercial Loan Broker. Schedule an Exploratory Call
🎓 Teachable — Build and sell your own online course. If you have knowledge, Teachable helps you monetize it. Start a Free Trial
🎓 Kaplan Real Estate Education — Pre-licensing, CE, and continuing education for real estate professionals nationwide. Get Started
📚 House Flipping in Ten Days — The Amazon #1 International Best Seller. Learn everything you need to know in just ten days. Start flipping houses like it's really done — not like what happens on TV. Order here
💡 Negotiation — A fast, practical mini-course for agents, investors, and anyone who talks to people. No scripts. No pressure tactics. Just the four negotiation skills that actually make a difference. Now just $19. Enroll Now
🏠 FlipStarter — The everything-included course on flipping houses. Bonus interviews, forms, documents, and the exact process Roger used to flip more than 2,000 houses. Huge Discount for Quick Start Readers
🛠️ Quick MAO — Get your cash offer in seconds with just a few inputs. Data can be fed from the free Quick Rehab Estimator. Forever Free
Off Market Properties
🏢 Multi-Family Apartment Complex, 189 Units, Oklahoma City, OK.
🏢 Build out this apartment complex in metro Atlanta. Appraised at $11M. Price reduced to $5.9M. Click for details.
Agents, bring your investors! You’re protected. The link will download our preliminary analysis.
🏠 Six packages of Single Family Homes in Atlanta. Can be bought together or separately.
