David Pupo
David Pupo has been a guest on Collecting Keys, the real estate investing podcast hosted by Mike DeHaan, Dan Austin and Dylan Koch.
How To Use Cold Calling As Your Primary Deal Source with David Pupo
David Pupo of Florida House Buyers walks Mike DeHaan through how he rebuilt his wholesaling operation as a fully virtual, cold-call-driven business after a partnership split. He breaks down his lead-to-contract KPIs, his four-channel disposition process, and the "three offer" approach he uses so sellers who reject a cash offer stay in the conversation.
Key takeaways
- Don't hire a closer first. If closing is your strength, delegate the bottlenecks you're bad at instead, and keep three to four months of reserves before replacing yourself, since training takes two to four weeks before contracts start coming.
- David chose cold calling over PPC specifically because he wanted multifamily leads too. PPC advisors told him the owner of a 20-unit is a different avatar you have to go find, not one who searches for you.
- His numbers: six cold callers, 60,000+ leads pulled a month, about two leads per caller per day (roughly 60 leads), narrowing to 13-15 opportunities/appointments and about two contracts a week, for a lead-to-contract ratio near 37:1 at an average $15,000 spread.
- Cold callers use one unchanged script and only need a raised hand. Lead managers do the "massaging" to get the four pillars (price, motivation, timeline, condition) before the lead reaches David.