Lead Manager
This role supports a fast-growing U.S.-based real estate investment and wholesaling client by handling leads from initial entry in Salesforce through outbound qualification and appointment setting. You’ll connect with sellers, qualify their needs and motivations, book appointments with the acquisitions team, and keep lead records accurate and up to date.
The role combines high-volume outbound calling, strong seller-motivation instincts, and disciplined CRM management. If you can build rapport quickly, uncover what’s really driving a seller, and keep a pipeline organized and accurate, you’ll thrive in this role.
Job Description – Lead Manager
What You’ll Do
Inbound Lead Intake & Initial Cadence
- Monitor incoming leads populating in Salesforce across active marketing campaigns (ResVA cold calling, DMForce direct mailers, SMS, and referral sources)
- Execute initial outreach sequence immediately upon receipt of a new lead: perform 3 back-to-back call attempts via the Quo web browser system
- Leave a structured voicemail and send a follow-up SMS text message via Quo if initial call attempts are unanswered
- Set recurring follow-up tasks in Salesforce to retry unanswered leads in 2-hour intervals
Lead Management & Outbound Qualification
- Conduct outbound qualification calls to review cold-caller notes, confirm prospect interest, and build rapport
- Uncover core seller motivation utilizing the 4 pillars of seller motivation (Motivation, Timeline, Property Condition, and Asking Price)
- Cross-reference property addresses on Zillow, Redfin, and PropWire to analyze market values and evaluate seller price expectations
- Utilize “second number questions” techniques to extract realistic cash offer price expectations from sellers
- Identify and verify all decision-makers, checking public records for trust/inherited property status to ensure key stakeholders are present
- Disqualify unmotivated leads (e.g., properties listed with realtors, brand-new condition, or full retail expectations) and log disqualification reasons
Salesforce CRM Hygiene & Pipeline Management
- Maintain CRM hygiene by updating contact information (first/last name, mobile phone, email, property address, city, state)
- Log all calls, SMS text messages, seller notes, and customer interactions in bulleted format under the corresponding lead record
- Categorize and transition lead records through pipeline stages (New → Nurturing → Converted → Opportunity / First Appointment)
- Operate exclusively within the Opportunity record (rather than Personal Accounts/Contacts) when logging events and setting follow-up tasks
- Create and assign specific follow-up tasks with designated dates and times to ensure zero floating leads in the database
Appointment Scheduling & Calendar Management
- Evaluate seller motivation urgency and coordinate rapid appointment slots (e.g., scheduling within 1 hour for immediate fire-hot leads)
- Schedule acquisitions appointments on Google Calendar, including property address, contact phone number, and seller notes
- Log corresponding First Appointment events and post-appointment follow-up tasks in Salesforce under the Opportunity record
- Execute pre-appointment confirmation calls or text messages to ensure seller attendance
- Process appointment cancellations or reschedules by updating Google Calendar, logging reason notes, and re-setting follow-up tasks in Salesforce
Daily Reporting & Technical Issue Escalation
- Compile and submit a daily End-of-Day (EOD) summary email report to leadership
- Track and report daily operational metrics: new leads received (categorized by source), leads contacted, opportunities converted, appointments scheduled/confirmed/cancelled, warm transfers, and disqualified leads with reasons
- Escalate technical or process issues with Salesforce to Mo (Mohammed), ensuring Chris Osborne and Mitch Craighead are CC’d on all emails
Ad-Hoc / Special Tasks
- Compile and submit a daily End-of-Day (EOD) summary email report to leadership
- Track and report daily operational metrics: new leads received (categorized by source), leads contacted, opportunities converted, appointments scheduled/confirmed/cancelled, warm transfers, and disqualified leads with reasons
- Escalate technical or process issues with Salesforce to Mo (Mohammed), ensuring Chris Osborne and Mitch Craighead are CC’d on all emails
Tools You’ll Use
Proficiency in at least one tool per category is expected:
- CRM: Salesforce
- Dialer: Quo
- Productivity: Google Workspace, Google Calendar, Google Sheets
- Email: Gmail
What We’re Looking For
- Minimum 2 years of experience working with U.S.-based real estate companies
- Minimum 2 years of real estate lead management experience specifically in Real Estate Investment / Wholesaling (not property management or entry-level cold calling)
- Strong CRM experience (Salesforce strongly preferred)
- Excellent verbal and written English communication skills with clear tone and minimal/no accent
- Strong understanding of seller motivation (4 pillars) and objection handling skills
- Reliable workstation setup: primary & backup computer, high-speed internet with backup connection, professional headset, and backup power solution/BCP
- Comfortable handling high call volumes, proactive lead nurturing, and daily EOD reporting
- Willingness to participate in call reviews, coaching, and role-playing
- Highly preferred: Sales background
How We Measure Success
- New leads received, categorized by source
- Leads contacted and speed-to-lead on new intake
- Opportunities converted from Nurturing to Opportunity / First Appointment
- Appointments scheduled, confirmed, and cancelled
- Warm transfers completed
- Disqualified leads logged with clear, accurate reasons
- CRM data integrity: complete contact records, notes, and follow-up tasks with zero floating leads
Technical Requirements
To deliver exceptional work remotely, you’ll need:
Processor | Intel 8th Gen (quad-core) or higher, or comparable AMD |
|---|---|
RAM | 8 GB minimum |
OS | Windows 11 (64-bit) or newer |
Internet (Primary) | Stable connection, minimum 10 Mbps |
Internet (Backup) | Independent backup connection, minimum 10 Mbps |
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