You Don’t Need More Leads, More Deals Isn’t The Answer, Data For Scaling

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Welcome To The Business Of Wholesaling Newsletter!

Every week, we’ll be sending you strategies, tactics, and tools used by successful wholesalers and we’ll cover any important market insights and news in the industry.

Here’s what we got for you today:

• You Don’t Need More Leads

• More Deals Isn’t The Answer

• Why Data Is a Game-Changer for Scaling

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You Don’t Need More Leads

If you’re only doing 1-4 deals a month, you probably don’t have a lead problem. 

This is assuming you are the one who’s calling and don’t have a team yet. 

We recently did a “Calling leads live” session with 7-figure wholesaler Tyson Smith. 

Tyson was given a set of leads from Leadzolo and his job was to lock up a deal while live. 

The session lasted 2.5 hours and Tyson managed to close on a property that is going to net him $20K. 

But here’s the thing…

During the whole session, Tyson was only able to dial 7 leads. Think about that again. 7 leads in 2.5 hours.

If this is making you raise your eyebrows, hear me out. Good leads take time.

These are people in distressed situations. Sometimes you need to sit there and let them vent out their problems. Listen like a therapist or good friend.

Plus, they are unfamiliar with this entire process. You’re going to need to walk them through the entire thing. And you need to explain to them why the Zillow estimate is off.

With a good lead, plan to be on the phone for at least an hour. To close this $20K deal, Tyson spent almost 2 hours on the phone. This included the initial call, offer, and walking the seller through the contract. 

If you’re burning through your list without having quality conversations, you don’t need more leads. You need better ones.

If you’re getting conversations, but you’re not getting anywhere. That could be a sign you’re rushing through your conversation. Or you just need to work on it. 

We all know inbound leads are better than outbound leads. And if you’re getting inbound leads, they need to be called within 5 minutes. 

So if you expect to spend an hour on the phone with a quality lead… why in the world would you need 20 leads a day? (assuming you’re getting high quality leads)

Unless you want to be on the phone all day. 

If you have a team, that’s a different story. But if you’re operating solo right now and in the range of 1-4 deals a month, you probably don’t have a lead problem.

More Deals Isn’t The Answer

We just talked about how you don’t need more leads a day. On the other hand, getting more deals isn’t always the answer either.

I know, you probably think we’re off our rocker right now. But consider this.

Stratton Brown AKA StratDaddy stopped by to chop it up with us on the Business of Wholesaling podcast.

Stratton shared how he was getting a lot of deals, but there was a problem… he had trouble dispo’ing these deals.

Why? Because he was operating in smaller sized markets. 

Some of the properties with sellers ready to sign immediately are not livable. A property that’s not livable means no buyers.

Plus, who’s champing at the bit to move to a rural town in Oklahoma? 

Once Stratton realized this, he changed his target market. He encourages newer wholesalers to only do markets $200,000 and above. 

Instead of locking more deals, he locked up less. BUT he started pocketing bigger assignment fees. 

The same work. The same amount of time and energy expended. More money made.

I guess that “work smarter” adage works. 

So if you’re getting deals but can’t find buyers… it might be time to switch markets, preferably to a larger one.

Yes, there’s more competition. But you only get an assignment fee if you sell a property.

Check out our podcast with StratDaddy below!

Why Data Is a Game-Changer for Scaling

When you’re running a small operation, you can afford to make decisions based on intuition. But as your business grows, the stakes get higher, and so do the margins for error.

Data takes the guesswork out of your decision making. With the right analytics, you can see patterns in your leads, spot inefficiencies in your process, and predict which strategies will bring the most profit.

In other words, data helps you scale strategically, not randomly.

You might be getting leads from cold calling, direct mail, PPC ads, or even referrals. But do you know which ones are bringing in the most revenue?

If you’re not tracking where your deals are coming from, you could be wasting money on marketing efforts that don’t deliver.

Start by tracking each lead’s source in your CRM. Once you have enough data, analyze which channels are delivering the highest conversion rates.

Are cold calls closing more deals than direct mail? Is your PPC campaign bringing in quality leads, or are you paying for clicks that don’t convert?

The goal is to identify your best performing channels and double down on those while cutting back on the ones that aren’t delivering.

Now you’ve got leads coming in, but how many are making it to the closing table? Data can help you spot where potential deals are falling off, so you can tighten up your process and improve conversion rates.

Break your funnel down into stages like lead generation, initial contact, follow-up, offer, and close. Track how many leads are moving from one stage to the next.

For example, if a lot of leads are dropping off after the initial contact, that’s a signal to improve your follow up system. If you’re making offers but not closing, you might need to rework your offer structure or negotiation strategy.

The data tells the story, your job is to find the weak spots and fix them.

Remember, not all deals are created equal.

Some might bring in high margins with minimal effort, while others drain your resources and deliver small returns. By analyzing your deal history, you can start to identify trends in your most profitable transactions whether it’s the type of property, the neighborhood, or the source of the lead.

Look at the data from your past deals. Which ones were the easiest to close? Which had the highest margins?

Maybe you’re finding that deals in certain neighborhoods consistently generate better returns, or properties of a certain size are easier to flip.

By identifying these patterns, you can focus your marketing and acquisition efforts on the types of deals that are most profitable for you.

Is there a neighborhood where home values are rising? Are certain types of properties moving quickly while others sit on the market?

The more market data you incorporate into your strategy, the better your offers will be and the more deals you’ll close.

Every deal, every marketing campaign, every conversation you have with a seller produces data. And that data can help you refine your strategy, improve your processes, and make smarter decisions.

Set aside time each month to review your metrics. How is your lead flow? What’s your close rate? Are your margins improving?

Let data guide your decisions. It’ll show you where to focus, where to improve, and how to maximize your efforts.

Thanks for reading this week’s issue of the Business of Wholesaling. 

We’ll be back next week with more marketing & sales strategies, market insights, and other advice you can use to grow your wholesaling business. 

See you next week.

Team Business of Wholesaling