Key takeaways
- MLS works but is competitive.
- Off-market direct mail produces best margins.
- Wholesalers are deal-flow but pricier.
- Auctions favor cash and speed.
- Build agent referral network for early intel.
Core concepts
Pipeline channels
MLS, direct mail, wholesalers, auction, referral.
Filter criteria
Distressed, 30+ DOM, price reductions, estate sales.
Speed advantage
Cash + 7-day close wins discount.
Step-by-step framework
- 1Set MLS alerts for distress flags.
- 2Run quarterly direct-mail campaign.
- 3Build 5-wholesaler relationship list.
- 4Attend monthly auction.
- 5Refer back to agents who bring deals.
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Common mistakes to avoid
- Waiting on MLS only.
- Paying retail to wholesalers.
- No follow-up on stale listings.
Frequently asked questions
Direct mail cost?
$0.60–1.00 per piece; 0.5% response typical.
Best wholesaler list source?
Local REIA meetings.
Are auctions risky?
Yes — no inspection, cash-only. Experienced operators only.
Best season for deals?
Q4–Q1 — soft demand, motivated sellers.
Action checklist
- ☐MLS alerts set.
- ☐Direct mail running.
- ☐Wholesaler list.
- ☐Auction calendar.
- ☐Agent referral network.
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