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Most investors think they need more leads. Usually they don’t. Most already have deals sitting in their CRM that never converted. The truth is, the investors who pull two or three deals out of a batch of leads are not doing anything wild. They are just steady. They follow simple habits that make sellers feel understood and move the conversation forward. None of this is complicated. It just works.
1. Get on the phone in less than 2 minutes
Speed matters because sellers are already thinking about their problem when they reach out. You want to meet them while they are still in that mental space. If you wait ten or fifteen minutes, their attention shifts back to daily life. They might take a work call, run an errand, or talk to someone else. Calling within two minutes puts you inside their window of interest. I have seen conversion rates climb fast when investors take this seriously.
2. Have a solid, non cookie cutter web presence
Sellers look you up. Even if they do not say it, they do it. They want to see real reviews, honest photos, and something that tells them you are not a generic website. A clean layout and a simple About page with your face on it builds trust. Your Google profile, your socials, and the general “feel” of your online presence make a quiet difference. People want to reduce risk. If your online presence feels real, they lean toward you.
3. Get quality leads
The quality of your leads controls everything. A motivated seller is ten times easier to convert than someone who filled out a form with no real intention. When you talk to the right people, your conversations feel smoother and your close rate rises naturally. Motivated Leads is strong here because their whole focus is quality and qualified sellers so you are not wasting time with junk leads.
4. Use problem to solution anchors in your sales conversations
The best closers keep the conversation tied to the seller’s real issue. You do this by asking soft, curious questions that help them open up without feeling pressured. Once you understand what is actually bothering them, you connect your offer to that one thing. If repairs overwhelm them, show how you remove repairs. If timelines are stressing them out, show how you make the timing easy. If you want a deeper feel for this style of call handling, Bryan Driscoll explains it well in his book Crush The Call. You can find it here: https://www.amazon.com/Crush-Call-Estate-Investors-Others/dp/B0CLHPYRPN/
5. Leverage retargeting campaigns
Leads drift. They get busy. They forget. Retargeting helps keep you in their world. They might see your name while scrolling social media or watching YouTube. Even simple ads with your face and a short message can bring old leads back around. Motivated Leads helps investors set up this digital branding and PPC side if you want help with it.
6. Run a brand name Google campaign
Sellers forget company names all the time. They might talk to you in the morning and go to Google later trying to remember who you were. If you run a simple branded Google ad, you catch these searches. These clicks are usually cheap and convert well because the seller already knows you. This one small move can save deals that would have slipped away.
7. Avoid lazy follow ups
Most investors send the same tired message: “Are you still selling?” Sellers ignore this because it feels like noise. Instead, send something tied to their situation. If they mentioned foreclosure, send a helpful resource. If they talked about repairs, send something related to repair costs or expectations. When you send something that fits what they said, they feel heard. This alone creates movement.
8. Build more intentional follow up
Intentional follow up means listening for small personal details and using them to build connection. If they have a dog, send a dog toy. If they sounded stressed, send a simple video walking through their options. This does not need to be complicated. You can build it into your internal process so your team knows what to look for. These small gestures create trust that most investors never build.
9. Have multiple exit strategies
Investors with only one exit plan miss deals. Sellers have different needs and different situations. When you can list, flip, wholetail, or get creative, you have far more ways to make a deal work. I have seen investors turn dead leads into deals simply because they had a second or third option that fit better. Flexibility creates opportunities.
10. Build a speed to value first touch
Responding fast is good. Giving value fast is better. Instead of only asking questions, send something that helps them immediately. A short video walking through comparable sales. A voicemail that explains the next steps. A simple breakdown of what you will look at together. Sellers remember the person who helped them understand what is going on. It separates you from everyone else.
11. Build targeted automation follow ups
Not every seller needs the same message. Some need clarity on repairs. Some need patience. Some need reassurance. Create small automated paths that match different situations. For example, if a landlord says your offer is low, send a short sequence showing the math and why certain numbers land where they do. These little “if this happens then send that” touches run quietly in the background. You can build dozens over time, and each one catches deals that would normally fall through.
