Wholesalers’ Guide to Effective List Stacking

Real estate wholesalers need to do two things well: score great deals on properties and build strong buyer lists. 

Putting properties under contract at a deep discount is no easy feat. It usually involves expensive marketing campaigns to reach motivated sellers. 

So how can wholesalers identify the most motivated sellers, the ones most likely to sell?

Enter: list stacking.

What Is List Stacking?

List stacking involves taking two or more separate contact lists and comparing them. 

For example, say you have a list of probate leads and a list of leads from driving for dollars. One way to filter all those leads is to find the leads that appear on both lists.

That leaves you with a much smaller “overlap” list of seller leads. 

How to Use List Stacking in Real Estate

These leads that appear on both lists are potentially the most motivated sellers. 

They own a property that’s gone into probate, that is in visibly rough shape. It may well be vacant and simply losing money for the estate each month. 

That makes these leads the most valuable on these two lists. If you have a limited marketing budget at this stage of your real estate wholesaling career, you can focus your marketing dollars on these best leads. 

Lowering Your Cost Per Deal

Imagine you have a thousand probate leads and a thousand driving for dollars leads. Of those 2,000 total leads, 400 appear on both lists (a quarter of the 1,600 total unique leads). 

Now say it costs you $1 per direct mail letter to contact these prospective sellers. You could contact every single lead for a total cost of $1,600. Or you could only email the 400 leads who appear on both lists, to start with the most likely sellers to respond. 

That only costs you $400 instead of $1,600. Hopefully, a handful of those 400 leads convert into closed deals. That leaves with more money to expand your marketing campaigns. 

By targeting the most promising leads first, you can minimize your cost per deal. And in doing so, maximize your marketing return on investment. 

Set Up Drip Campaigns to Target Sellers

As you use list stacking to identify the most promising seller leads, create automated drip campaigns in REsimpli. 

That might start with direct mail outreach, followed by a manual phone call, followed by an email, followed by ringless voicemail, and so on. The more touch points, the more likely you are to get a response from the seller. 

You schedule the timing and outreach methods of these drip campaigns yourself — then put them on auto-pilot. Once leads enter this funnel, the system automatically handles each point of contact for you. For manual tasks, such as phone calls by you or a member of your team, the system alerts you when the time comes. 

Final Thoughts

Real estate wholesalers with larger budgets might contact every lead that comes their way. But newer wholesalers with smaller budgets may only have the resources to contact the most promising leads.

Use list stacking to identify those leads. Then reach out to them with automated drip campaigns.