CRM and Automation

How to Work Leads in Your Wholesale Real Estate CRM

Work every wholesale lead the right way, from first call to contract.

Speed to lead within 60 seconds
Nine daily call attempts in three sessions
21 day text and email sequence

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What Is Inside

This free SOP shows you how to work leads in your wholesale real estate CRM so fewer sellers slip through. It was written by Char Hiaring, a Leads Up AI coach, and is meant to be used with a short training video. It is for reps and owners who buy or generate seller leads and want a clear daily process.

Section 1 covers speed to lead. Make the first call within 60 seconds when outreach is allowed, and make nine call attempts a day in three sessions. The contact plan is 3 texts and 1 email a day on days 1 to 7, then 2 texts and 1 email a day in a 7 Days New stage for days 8 to 21, and then the lead moves to Cold. Each lead has one rep who owns it, with an alert in the team channel.

Section 2 sets the stage rules for New, Warm, Cold, Cold Needs Action, Hot, and Offers Made. Section 3 covers call recording, how to write useful notes, and six rep metrics: dials, talk time, offers, contracts, closes, and deal spread. Section 4 adds a seller qualification checklist, and Section 5 is a completion and reviewer sign off checklist.

What it covers

Speed to lead within 60 seconds
Nine daily call attempts in three sessions
21 day text and email sequence
One owner per lead
Pipeline stage rules
Call recordings and useful notes
Six rep metrics
Seller qualification checklist
Training sign off checklist

Who This Is For

Investors who buy seller leads and need to convert more of them
Acquisition reps who want a clear daily routine
Owners who want every rep to work leads the same way

Get The Free CRM Lead SOP

Frequently Asked Questions

What is the best CRM for wholesale real estate?

Popular choices include GoHighLevel, REsimpli, Podio, and InvestorFuse, among others. The best one is the one your team uses every day with clear rules. A good process inside an average CRM beats a great CRM that nobody keeps up to date.

How fast should I call a new seller lead?

As fast as you can. This SOP sets a goal of the first call within 60 seconds when outreach is permitted. Sellers often reach out to several buyers, and the first one to talk with them has an edge.

How long should I follow up with a seller lead?

Most deals come from follow up, not the first call. This SOP runs an active 21 day text, email, and call plan, then moves the lead to a Cold stage for longer follow up. Keep good notes so the next call picks up where the last one left off.