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- The Wholesale Hustle - Issue #11
The Wholesale Hustle - Issue #11
Turning Leads into Gold
Chris Strickland
September 19, 2025
What’s good, everyone? Issue #11 of The Wholesale Hustle is here, and it’s about to blow the doors off! Last week, we built a buyer’s list that closes and dropped a cash-buyer script that slaps. This week, we’re mastering follow-ups to turn those leads into deals and laying out a system to keep you organized like a machine. Let’s stack those wins!
Feature:
Mastering Follow-Ups & Staying Organized Like a Boss
Closing a wholesale real estate deal is where your hustle pays off—but it’s also where precision matters most. As a wholesaler, you’re the linchpin connecting the seller, the cash buyer, and the title company. Here’s a step-by-step outline of the closing process from your perspective, ensuring everyone stays on the same page.
Feature: Mastering Follow-Ups & Staying Organized Like a Boss
Leads are money waiting to happen, but only if you follow up like a pro. Plus, staying organized keeps the chaos at bay. Here’s the playbook.
Mastering Follow-Ups to Turn Leads into Deals
A lead that’s ignored is a deal lost. Let’s turn those “maybes” into “yeses”:
Strike While It’s Hot
Call or text within 5 minutes of a lead coming in—motivated sellers act fast. Example: “Hey [Name], got your info about [Address]. Ready to sell? I can offer cash today!”
Send a follow-up email or text within 24 hours if they don’t answer: “Just checking in—still interested in a quick sale?”
Work the Drip Campaign
Set up a 3-touch sequence over 10 days:
Day 1: Initial call/text.
Day 4: “Hey [Name], following up—any updates on selling [Address]?”
Day 10: “Last chance—got a cash offer ready if you’re ready to move!”
Use tools like Mailchimp or TextMagic to automate it—keep it personal with their name and property.
Close the Deal
If they bite, lock the appointment or offer fast. Example: “Awesome, [Name]! I can meet you at [Address] tomorrow at 10 AM or send an offer today. Which works?”
Track responses in your CRM—move hot leads to a “contract ready” list.
Pro Tip: Persistence wins. Studies show 80% of sales require 5+ follow-ups (Source: National Association of Realtors, 2024). Don’t quit too soon!
System to Stay Organized Like a Machine
Chaos kills deals—stay on top with this setup:
Centralize Your Tools
Use a CRM like REI BlackBook or Google Sheets to log every lead, buyer, and deal. Fields: Name, Contact, Status (e.g., New, Follow-Up, Contracted), Notes.
Sync your phone and email to the CRM—every call or message goes in.
Daily Workflow
Morning: Check new leads (30 min), make 10 calls/texts.
Midday: Follow up on 5-10 warm leads.
Afternoon: Review deals in progress, update statuses.
End: Plan tomorrow’s top 3 priorities.
Track Everything
Use a simple dashboard (Excel or Airtable) for KPIs: Leads In, Follow-Ups Made, Deals Closed.
Set reminders for follow-ups—Google Calendar or CRM alerts work great.
Pro Tip: Dedicate 1 hour weekly to clean your CRM—delete dead leads, update buyer data. Keeps it lean and mean.
Deal Tip:
Personalize the Follow-Up
Drop a specific detail in your follow-up: “Hey [Name], saw that tree in your yard at [Address]—I can buy it as-is, no cleanup needed!” Shows you’re paying attention and builds trust.
Quick Tip: Record one follow-up call weekly to tweak your pitch—smooth delivery closes more deals.
Reader Q&A
Q: What if a lead keeps saying ‘I’ll think about it’?
A: Keep the door open! Say, “No rush, [Carlos], take your time. I’ll check back in 3 days—sound good?” Then hit them with a drip campaign. If they stall past 2 weeks, move on unless they re-engage.
Submit your questions to [email protected] for a chance to be featured!
Hustle Spotlight
Best Practice for Follow-Up Success
Let’s shine a light on a clutch technique: the “value-add” follow-up.
Best Practice: Add a tip or insight in each follow-up to keep them engaged. Example: “Hey [Name], quick tip—selling now could beat the winter market dip. Still interested?”
Scenario: A wholesaler in Chicago used this, turning a “thinking about it” lead into a $10K assignment after 3 value-add texts.
Why It Works: It positions you as a helper, not just a buyer, building trust over time.
Takeaway: Drop a value nugget in every follow-up—leads stick with problem-solvers.
