In the fast-paced world of real estate investing, time is money. And yet, too many investors are still playing business instead of doing business—wasting precious hours chasing down deals that were never going to work in the first place.

It doesn’t matter where your leads come from—whether it’s a real estate agent, a direct-to-seller marketing campaign, or a wholesaler’s list—the process of evaluating a deal should start the same way: with a simple, candid conversation.

Don’t Skip the First Step: A Real Conversation

Before you drive across town, schedule a walkthrough, or bring in your contractor to crunch renovation costs, pick up the phone. You need to get a realistic sense of the seller’s expectations. If they want $300K and your top number is $150K, that’s not a deal—it’s a dead end.

Too many investors make the mistake of emotionally committing to a property before they’ve even run the numbers or tested seller motivation. You’re not just looking for properties—you’re looking for opportunities that fit your buying criteria. That starts by getting aligned on price and terms.

Speed Is Your Competitive Advantage

We run through dozens—sometimes hundreds—of leads every day. The investors who win are the ones who know how to move quickly and efficiently. That doesn’t mean rushing into deals—it means qualifying leads fast and getting clarity up front.

When a potential opportunity comes your way, hop on a quick call and ask the right questions:

• What’s the asking price?

• Are they firm, flexible, or just fishing?

• What’s the timeline?

• Any known issues with the property?

Then give them a ballpark of where you’d come in. If your rough numbers are way off from their expectations, don’t waste time moving forward. If you’re close, then it’s worth deeper due diligence.

For Wholesalers: Respect Your Buyers’ Time, Too

If you’re selling a wholesale deal, the same rules apply. Don’t blast out a deal with no sense of what your buyer is actually looking for. Have a conversation. Ask them what kinds of margins they need to hit. Know what zip codes they buy in. A little upfront effort saves everyone time and builds credibility.

Final Thoughts

In this business, efficiency isn’t just about making your life easier—it’s about staying competitive. The investors who thrive are the ones who know how to say “no” quickly, qualify leads intelligently, and only go deep when there’s real potential.

So the next time a lead comes your way, remember: one honest conversation can save you hours of wasted work.