Posted on: October 16, 2020
WI 538 | Leads Going Dark


Regardless if you’re a new wholesaler or a seasoned one, being ghosted by sellers can be very frustrating. The good thing is, you’re not totally powerless when some of your leads go dark.

In this episode, our very own Cody Hofhine talked about a skill every wholesaler needs to master: resurrecting dead deals. What’s even better is these techniques have been tried and tested and they’ve been proven to work!

If you want to resurrect deals with utmost ease, this episode is for you!

When Leads Go Dark – How To Resurrect Dead Deals

Episode Transcription

We are going to deep dive when those leads go dark. We’ve all had those opportunities where something comes in, you have an amazing lead, things are sounding great, and you’re like, “This is going to be amazing. This is going to be awesome.” All of a sudden, the lead vanishes. It disappears, it goes dark. Let’s talk about what we can do to resurrect those deals and how to get those people interested again.

A scenario that took place, we had this individual that wanted to sell and he needed to sell quickly. Here’s the crazy thing, this is how great this lead is. The guy called our acquisition manager, had a conversation and said, “I need to sell pretty quick.” He’s like, “What are you looking to sell?” The guy was a little bit turned off in the sense that even though he wanted to sell quickly, he wasn’t being open with us. He was sharing, “I don’t know. You guys are the specials. This is your profession, so you tell me what you can give me.”

What we do is if we can’t find a big motivation, if he’s not willing to give us a price, we keep working on it, we have to tell him, “We’re going to look this out and we’ll get right back to you.” Here’s the thing, we looked it up, we called back, he didn’t answer. Here’s the crazy part. This individual all of a sudden got hyped up again that he needs to sell his home, and we couldn’t get ahold of them but he came up to our office. He’s like, “You guys have tried calling me. I didn’t answer the phone but now I’m here. I want to see what it looks like to sell you guys the home.”

People want you to care about them. When you act like you don’t care about their deal, they will respond.

We tried to work a deal out right then and it ended up not going through right then. He had a daughter that was in the truck and it was 95 degrees outside. He had the keys with him in the pocket. He had an eighteen-year-old daughter in the truck that kept texting and calling during the entire time we were there. She’s like, “Come on down. The truck’s hot. Let’s leave.” She kept calling and calling. There was no good energy or real good communication or conversation going on because it kept getting disrupted by this phone call. He ends up saying, “I’ve got to go. Come up with something and let me know.” He ends up leaving.

I’m sitting there thinking, “This is weird. The guy wants to sell but yet he won’t even come up with an agreement with us right now to sell.” He keeps dodging it. It’s hot enough to know that we’ve got to talk to this guy, we’ve got to follow up with this guy. I went to the acquisition manager, I said, “This gentleman came in while you were gone. I sat there. It ended up not going so great because the daughter kept texting and stuff. Follow up with this guy.”

Over the next seven days, he followed up with this guy 2 to 3 times a day with zero response, zero phone call answers, zero response to texts, nothing. It had gone dark. Here’s what you do when a lead goes dark. What you’ll do is you’ll write a question that needs a no for the answer. Let me explain what that means. You’re not looking for yeses. You’re not looking for yes questions like, “Are you still looking to sell your home?” That’s a yes question because he does need to sell.

WI 538 | Leads Going Dark

Leads Going Dark: If you’re looking for ways to get deals back or get those hot leads to answer your phone, you can trigger something by asking a no question.


What you do to resurrect the lead is a no question. It’s like, “We’ve tried reaching out to you about fifteen times now. Usually, when something like this happens, it means you’re no longer interested in selling your home. Is this the case?” Think about your scenario, “I’ve called you 3 or 5 times. I left 4 voicemails. I’ve sent you 52 texts. Usually, when something this happens, it means you’re no longer interested. Is that the case?”

If you can ask a question that brings back a no because we know they want one, within a few minutes, we got a text back from this gentleman saying, “No. I want to sell it. I’m sorry I haven’t got back to you.” He wouldn’t respond to any phone calls, any text messages until we drove home with a no-response text. It resurrected that deal again to where we could talk to him. We have since then put that deal under contract and it’s going to be a great deal for our company. If you’re looking for ways to get deals back, to get those hot leads to answer your phone, you can trigger something by asking a no question.

The other way around that is asking for something else like you don’t care about his home anymore. People want you to care about them, their home and their deal. When you act like you don’t care about their deal, they also respond. The other way to do this is not only the no response, now it’s, “I’ve gotten a hold of you about fifteen times. I still haven’t heard back from you. It probably means you’ve sold your home. Do you happen to know of any other 3-bedroom, 2-bathroom homes in your neighborhood that people are looking to sell at this time?”

Get ready, that guy is going to be like, “I’m ready. I still want to sell my home. Sorry I haven’t gotten back to you. Yes, I’m still looking to sell my home.” He’s now getting scared on his end thinking, “These guys are no longer interested in my home. They’re no longer interested in my deal, and they’re looking to buy a home and they’re looking to buy a home soon.” It gets them to respond and start talking with us again.

If you will use those two follow-up tricks when a lead goes dark and you have a hard time getting a hold of him, talking to him, getting back to you, or you haven’t heard from him in the last 1, 2 or 3 months, go for a no answer text or ask for someone else’s home. You assume they’ve already sold their home and you’ll see those guys that are high percentage start chiming in to get back involved with you so you can put those deals together.

Thank you so much for reading. If you’re looking for help to build your wholesale business, head on over to, and that’s where you can book a call with our team and be able to talk with our team members and find out if it is a good fit for you guys to be in the tribe. Thank you so much. We’ll see each one of you guys in the next episode. Take care.

About Cody Hofhine

Cody Hofhine is the founder of Investor Grit and Utah Sell Now. A few years ago, he was selling insurance. He liked what he did and made a decent living doing it. One day back in 2015, he was introduced to Wholesaling Real Estate. People in his area were making a fortune doing it so he got curious and decided to jump in. He made a TON of mistakes but he was committed to making it work…and he did!

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