Speed to Lead Follow-Up and the 20% Most Investors Leave Behind ft. James Heartquist cover art

Speed to Lead Follow-Up and the 20% Most Investors Leave Behind ft. James Heartquist

Speed to Lead Follow-Up and the 20% Most Investors Leave Behind ft. James Heartquist

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This week I'm joined by James Heartquist from Property Leads, a pay-per-lead company built specifically for real estate investors who want to stop chasing cold lists and start fielding inbound sellers ready to move. James has worked with hundreds of investors across the country and has a front-row seat to what separates the operators doing deals from the ones who can't convert leads they already paid for.We get into everything — what a lead actually is (and why most investors don't agree on the answer), why speed to lead is still the single most important KPI you're probably not tracking tightly enough, and the follow-up structure that gives you a real shot at the 20% of leads most investors quietly throw away. We also talk about RCS messaging, the trust recession hitting the real estate education space, and what James is bringing to the REI Tech Unlocked event in Dallas this September.Episode Timeline & Highlights[0:41] – Jordan introduces James Heartquist and the core focus: lead generation, red flags, and follow-up discipline[1:38] – James defines what Property Leads is and how it works as a pay-per-lead marketing company[2:28] – How to align with your lead provider on what "a lead" actually means before you spend a dollar[3:51] – Property Leads' definition: a seller who wants to sell within six months, on or off market[4:43] – Why investing in leads without a real follow-up system is just burning money[5:28] – Speed to lead: why 10 minutes is already too slow and how to build toward a 30–60 second response[6:59] – Door knocking, FaceTime calls, and the small extra moves that separate closers from browsers[10:28] – Why static follow-up cadences are dead and what smart agents do differently[11:11] – The stat that should wake up every investor: 20% of refunded no-response leads sell to someone within 12 months[13:18] – The 15–20 touch point framework for the first five days, and why a simple message beats no message every time[17:17] – Red flags to watch for in any paid lead provider — and how Property Leads built live transfers to fix friction in the sales process[18:53] – The "home seller experience" upgrade: why treating the seller like a client cuts required touchpoints dramatically[24:28] – RCS messaging explained: what it is, why it matters, and how embedded video will change the first impression game[27:37] – The trust recession in real estate — and why the guru fatigue problem is partly self-inflicted[30:36] – How to evaluate a coaching community the right way: are people actually making money?[33:11] – Preview of REI Tech Unlocked, September 19–21 in Dallas: what James and Property Leads are bringing to the event5 Key TakeawaysSpeed to Lead Is Your Most Important KPI — The investors winning on paid leads are calling within 30 to 60 seconds, not 10 minutes. If your CRM isn't tracking this number, that's the first thing to fix — not your scripts.Most Investors Quit Too Early on Follow-Up — Property Leads data shows 20% of leads refunded for "no response" end up selling to someone within 12 months. The person with the longest follow-up runway is usually the one who closes it.Align on the Definition of a Lead Before You Buy — What you consider a lead and what your provider considers a lead can be completely different things. Getting on the same page before you spend money is the conversation most investors skip.Your Lead Provider Is a Growth Partner, Not a Vendor — The best outcomes come from treating the relationship as a two-way feedback loop. Extreme ownership over your conversion numbers, paired with honest communication with your provider, is what actually moves the needle.RCS Is Coming and It Will Change First Contact — Rich Communication Services will allow investors to embed video directly into text messages — no links, no friction. The operators who move early on trust-building tech will have a real edge as seller skepticism continues to rise.Links & ResourcesProperty Leads — propertyleads.com (listener credit available — link to be dropped in show notes)SmrtPhone — the only phone system built for real estate investors; 5,000 minutes free calling at signupREI Tech Unlocked — September 19–21, Dallas, TX; implementation-focused event with Property Leads and other tech partners in attendanceThat Real Estate Tech Guy — thatrealestateguy.comThanks for tuning in to this week's episode. If you're spending money on leads and not tracking speed to lead or running a real follow-up sequence, this conversation with James is the push you needed. Share it with a fellow investor who needs to hear it. More high-signal conversations coming next.
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