Quality and quantity. · Funding Hub

Quality and quantity.

Something I’m starting to notice as I build this transactional funding business…

I’ve made a LOT of connections and have had around 20 deals submitted since I started. And I’m realizing there’s a huge difference between quantity of leads and quality of leads.

And I don’t mean that disrespectfully at all. Everyone starts somewhere, and I actually enjoy helping people learn.

But I’m noticing many of the people I connect with are brand new investors who are also brand new to transactional funding. So there can be a lot of education, explaining, back and forth, figuring out the deal, and sometimes the deal was never really ready to close in the first place.

Then I’ll get a call from a seasoned investor:

“I need EMD for this deal.”

They understand the structure. They have the contract. They know what they need. I explain the upfront fee.

“Yep. No problem. What do you need from me?”

And we MOVE.

It’s been really interesting to see the difference.

I think one of my biggest lessons right now is that I don't necessarily need more leads. I need to keep building relationships with more active investors who are consistently doing deals.

I absolutely still want to help newer investors and build those relationships too, because today’s beginner could become someone doing 20 deals a year.

But I’m learning that 100 connections don’t necessarily equal 100 opportunities.

Sometimes 5 relationships with people who are actively buying and closing real estate are worth far more.

Curious if anyone else has noticed this as they’ve grown their business. How have you gotten yourself in front of more seasoned, active investors?

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Quality and quantity.