Tracking KPI’s- Cold Calling 101

[David Emanuel]

Hey BiggerPockets!

So I started wholesaling here in Philly in October 2020, & so far I’ve had some decent success. I’m closing on my 5th deal on Monday, & I even found my own personal residence that I closed on during my journey.

I recently got a good understanding on KPI’s and how to track them, & I want to tighten up on my own KPI’s to have more predictability with how many deals I can do per month.

My question is, what do you consider a "lead"? Specifically for outbound marketing (cold calls). Is it ANYONE who says that would sell their property, including the people who say they want a ridiculous number. For example, the person who wants $700,000 for their property that has an ARV of $150,000. I find that a lot of those are just finding a sarcastic way to say that they aren't interested in selling.

Your input is greatly appreciated!

[Jeffrey Donis]

@David Emanuel I'd consider a lead anyone who says they are open to selling. Now, there are different temperatures for a lead. WI considered cold leads anyone who was open to selling. Warm was anyone open to selling within the next 30 days and was asking a reasonable price. Hot was anyone who wanted to sell in the next 2-4 weeks, and had a strong pain point. 

My criteria might be different from others. 

Hope that helps.