Written by David Dodge 

Welcome to another insightful Wednesday night now that we’re all here, let’s jump straight into today’s topic: the critical importance of marketing lists and leads in the real estate business. Whether you're just getting started or have been in the game for a while, understanding how to effectively build and use your marketing lists can make all the difference in securing profitable deals and growing your business. Let’s dive in!

2025 Real Estate Fact:

According to recent data, off-market properties account for nearly 40% of all real estate transactions in 2025, highlighting the growing importance of direct-to-seller marketing strategies.

The Marketing Mindset

First and foremost, let’s get one thing straight: if you’re in real estate—whether as an investor, wholesaler, fix-and-flipper, or landlord—you are in the marketing business before anything else. The success of your real estate ventures hinges on your ability to find motivated sellers and good deals. Without effective marketing, it’s going to be a challenge to acquire properties at the right price.

While you can find deals on the MLS or through wholesalers, relying solely on these methods can limit your potential. The real magic happens when you take your marketing into your own hands and reach out directly to sellers.

Understanding Marketing: Hunting vs. Fishing

When it comes to marketing, I like to think of it in two ways: hunting and fishing.

• Hunting involves spending time and effort to find leads. This could mean door knocking, cold calling, or attending networking events. It’s a time-intensive approach but can yield great results if done consistently.

• Fishing, on the other hand, is more about spending money to cast a wider net. This could involve running ads, sending out mailers, or using social media to attract potential sellers. While it requires capital, it allows you to reach a larger audience quickly.

Both methods have their merits, and the best approach often involves a combination of the two.

Watch This Video for a Better Explanation!

 (Video from David Dodge Show YouTube Channel)

What is a Lead?

In the simplest terms, a lead is someone you can contact about selling their property. Your marketing efforts should focus on getting people on the phone—whether they call you or you call them. The goal is to create a conversation that could lead to a deal.

The Power of Lists

Now, let’s talk about the types of lists you can use to find leads. There are countless lists out there, but some are more effective than others. My partner Mike and I have found that 70% of our deals come from just two lists: vacant properties and absentee owners. These are your low-hanging fruit!

Key Lists to Consider:

• Vacant Properties: Homes marked as vacant by USPS often indicate a motivated seller.
• Absentee Owners: Owners who don’t live in the property and may be looking to sell.
• Tax Delinquent Properties: Owners behind on taxes may be motivated to sell.
• Tired Landlords: Landlords who want an exit strategy from managing rentals.
• Probate Properties: Inherited properties where sellers want to liquidate.

Tools for Finding Lists

To pull these lists, I recommend using tools like DealMachine, BatchLeads, and PropStream. These platforms provide valuable data and even allow you to skip trace leads to find contact information.

I also have a new software called Discount Property Leads (DPL) that can help you collect and manage leads efficiently. DPL simplifies the process by pulling high-quality lists and giving you the tools to contact sellers directly. If you’re serious about scaling your business, this is a game-changer!

Driving for Dollars

One of my favorite methods for generating leads is driving for dollars. This involves physically driving through neighborhoods to identify distressed properties. You can use apps like DealMachine to streamline this process. The properties you find often end up being vacant or absentee, making them prime candidates for your marketing efforts.

Non-Negotiables When Pulling Lists

When pulling lists, I have a few non-negotiables to ensure I’m targeting the right leads:

✔️ Off-Market Properties Only – No wasting time on MLS-listed properties.
✔️ Minimum 30% Equity – Ensures a better chance of negotiating a discount.
✔️ Minimum One Year of Ownership – Avoids new owners who are less likely to sell.

Conclusion

In conclusion, understanding the importance of marketing lists and leads is crucial for success in real estate. By focusing on the right lists and employing effective marketing strategies, you can significantly increase your chances of finding motivated sellers and closing deals.

I hope this discussion has provided valuable insights into real estate marketing. If you have any questions or want to dive deeper into any specific topic, feel free to reach out. Let’s keep the conversation going and continue to grow together in this exciting field!

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