Most “bad leads” aren’t bad people — they’re incomplete conversations. The caller got someone who was friendly, heard “maybe”, and passed it on. Then the investor calls back and finds out the owner has no reason to sell, no timeline and a price 40% above market.
That’s why every LGO lead has to pass four pillars before it’s delivered. If one is missing, the lead goes back to the caller — and if it reaches you incomplete, it’s replaced.
Pillar 1: Reason to sell
Motivation is the whole game. An owner with a reason — relocating, tired of tenants, an inherited house they don’t want, repairs they can’t afford — will talk about terms. An owner with no reason is just curious about a number.
“I know I’m the one calling you, but aside from my call, what has you considering selling the property at this time?”
That question does two things: it acknowledges the call was unsolicited, and it asks for their reason, not yours.
Pillar 2: Timeline
Timeline tells you how urgent it is and how to prioritise the callback.
“So, if we were to come to an agreement on the price, when would you ideally like to close?”
If they don’t know, offer a frame: “We can work around a timeline of up to six months — would that be fine with you?”
Pillar 3: Condition
Condition drives the offer. Ask about it in plain, specific questions and let them talk:
- “Is it still 3 bedrooms and 1 bathroom?”
- “What’s the overall condition of the property?”
- “Have you done any recent updates — bathroom, roof, flooring?”
- “Does it require any significant repairs?”
Also ask whether it’s lived in, rented or vacant. Tenants, vacancy and access all change the deal.
Pillar 4: Asking price
“Alright, and what do you believe your property is worth in today’s market?”
Many owners say they don’t know. That’s fine: “You don’t have to give me an absolute number. You can give me a range you have in mind, and we can work around that.” A range is enough for whoever runs the numbers.
Plus: the details that make a lead usable
A perfect conversation is worthless if nobody can reach the owner again. Before hanging up, confirm the owner’s full name, the full property address and the best call-back number and time — and ask if they have any other properties they’d sell.
HOT vs WARM
| Lead | What it looks like |
|---|---|
| HOT | Clear reason, wants to sell now or within about 30 days, a realistic price range, open to a cash offer as-is. |
| WARM | Motivated, but needs time or a follow-up — a longer timeline, a family member to talk to, or a price that’s still open. |
| Not a lead | Not the owner, already listed with an agent, no reason to sell, or asked to be removed. |
Why this matters for your close rate
When every lead arrives with all four pillars, the notes and the recording, you can prioritise your callbacks in minutes and walk into every conversation already knowing the owner’s situation. That’s the difference between chasing “maybes” and negotiating with sellers.