“Too Busy to do Your Own Prospecting?”

“Too Busy to do Your Own Prospecting?”




I get emails and calls all of the time for companies wanting me to buy leads. The answer I give is always “NO THANK YOU”. This is my last email that I received this morning:


Too busy to do your own prospecting? We call on your behalf and use your company name. The Prospect will be prescreened for a new loan. The lead will be emailed for your Immediate call back. We guarantee the lead will take your call, Fit the parameters for a new loan or we will replace the lead. FHA Refi, FHA Streamline, Purchase leads, A Credit Refi, Reverse


Buying leads is only good for the company that is selling them and often they are sold and resold over and over again. Build your referral based business one client at a time. Through social media and blogging you can grow your business in a way that there is no downturn no matter what the market conditions are.

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Joe Petrowsky, NMLS #6869

Right Trac Financial Group, Inc. NMLS #2709

110 Main St.

Manchester, Ct. 06042

Office: 860 647-7701 x116

Fax: 860 647-8940

Cell: 860 836-9294

Email: joe@righttracfg.com



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Joe Petrowsky does not guarantee nor is in any way responsible for the accuracy of the information provided herein, and provides said information without warranties of any kind, either expressed or implied.

Equal Housing Statement: We are pledged to the letter and spirit of U.S. policy for the achievement of equal housing opportunity throughout the Nation. We encourage and support an affirmative advertising and marketing program in which there are no barriers to obtaining housing becuase of race, color, religion, sex, handicap, familial status, or national origin.

Comment balloon 26 commentsJoe Petrowsky • December 02 2015 11:15AM


Good morning Joe. A lead self-generated is so much better than a lead purchased. You know what you have. Enjoy your day!

Posted by Wayne Martin, Real Estate Broker - Retired (Wayne M Martin) about 4 years ago

Yes, this is good advice.  I'd rather work w/ someone who has chosen me specifically.

Posted by Women of Westchester Working Together, Women helping Women get ahead (Women of Westchester Working Together) about 4 years ago

Do they know who they are contacting?  You are the "King" of the Referral World.

Posted by Roger D. Mucci, Lets shake things up at your home today! (Shaken...with a Twist 216.633.2092) about 4 years ago

This is very good advice for mortgage loan officers and real estate professionals.

Posted by Roy Kelley (Realty Group Referrals) about 4 years ago

I will not ever buy leads again.

I have one contract that runs until next year, and they are really trying to keep me happy, but to no avail.

My mistake, and I will live with it and hope to get some ROI, but this will be the last time.

Posted by Michael Thacker - Re/Max Real Estate Center - Louisville, Your best friend who just happens to be a Realtor (Re/Max Real Estate Center - The Thacker Group) about 4 years ago

Agreed, Joe.  These folks produce lots of worthless leads that for the most part only make them any money.

Posted by Gabe Sanders, Stuart Florida Real Estate (Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales) about 4 years ago

The majority of my business comes from repeat customers and personal recommendations. Buying  leads is not the way to build your business for the long term. 

Posted by Joyce Marsh, Regal Christie's International Real Estate (Regal | Christie's International Real Estate) about 4 years ago

Good morning Joe.  Well my thought on the subject is if you can't do it yourself you may want to look for another job.  I'll leave it at that

Posted by James Dray, Exceptional Agents, Outstanding Results (Fathom Realty) about 4 years ago

I should have known, Joe, that your industry has the same type of people selling leads, as ours. As we both know well, there is no subsitute for building your business one referral at a time. (And much cheaper!)

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) about 4 years ago

Joe - I agree with you 100%.  Someone gets enticed with this because they have not been able to do it themselves and they think it is a silver bullet.  I say, new business owners, don't be fooled.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) about 4 years ago

Joe Petrowsky My response is exactly the same as yours. Polite, but final.

Bill Roberts

Posted by Bill Roberts, "Baby Boomer" Retirement Planner (Brooks and Dunphy Real Estate) about 4 years ago

There are a lot of agents that fall for these email marketing campaigns with the promise of great leads. I've never paid for a lead in 17 years and I'm not going to start now. 

Posted by Nicole Doty - Gilbert Real Estate Expert, Broker/Owner of Zion Realty ZionRealtyAZ.com (Zion Realty) about 4 years ago

Hi Joe -- but wait --- one closed transaction will more than pay for the program we want to sell you.   

Posted by Michael Jacobs, Los Angeles Pasadena 818.516.4393 about 4 years ago

Some things need to be done by the Rainmaker, no one else. I'm glad I'm not the only one who won't pay someone else to get leads for me.

Posted by Lottie Kendall, Helping make your real estate dreams a reality (Compass) about 4 years ago

So true, Joe!   It's another scam as far as I am concerned... asking for money before results.

Posted by Carol Williams, Retired Agent / Broker / Property Manager (Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals.) about 4 years ago


I think both Roger D. Mucci and Michael Jacobs answered the way I would have answered your question.  We make our own leads.  A

Posted by Ron and Alexandra Seigel, Luxury Real Estate Branding, Marketing & Strategy (Napa Consultants) about 4 years ago

Joe, I am old school.  I do not buy leads.  I invest in my business by having a website and generating my own leads.  It's work but it does work.

Posted by Kathleen Daniels, San Jose Homes for Sale-Probate & Trust Specialist (KD Realty - 408.972.1822) about 4 years ago

I get the same lines Joe. I have not heard of anyone being successful this route. Our way works much better.

Posted by Noah Seidenberg, Chicagoland and Suburbs (800) 858-7917 (Coldwell Banker) about 4 years ago

Good afternoon Joe,

Just think of the outlay of cash if we subscribed to all of this nonsense!

Make yourself a great day.

Posted by Raymond E. Camp, Licensed Real Estate Salesperson Greater Rochester (Howard Hanna Real Estate Services) about 4 years ago

I have never bought leads but have thought about it. I think you are right.. it is just not for me at the moment.  Great post!

Posted by The Julie Morales Team, Real Estate Questions? Call (832) 367-3412 (RE/MAX Cinco Ranch) about 4 years ago

I don't believe in buying leads, either, Joe. Enjoy the rest of your work week. 

Posted by Debbie Laity, Your Real Estate Resource for Delta County, CO (Cedaredge Land Company) about 4 years ago

Joe if their leads are so good why are they not using them themselves?  Hummmm may be they are not so good after all.

Posted by George Souto, Your Connecticut Mortgage Expert (George Souto NMLS #65149 FHA, CHFA, VA Mortgages) about 4 years ago

Realtors get these calls and solicitations all the time as well. I really love it when they are looking for just that "one" agent for the area. I always tell them to keep looking.

Posted by Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES, Florida Waterfront and Country Club Living (Tropic Shores Realty - Ich spreche Deutsch!) about 4 years ago


Your post is right to the point . . . . It better to full your pipeline with leads that you are generating.

Good luck and success.

Lou Ludwig

Posted by Lou Ludwig, Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC (Ludwig & Associates) about 4 years ago

Joe, I agree with ou 100%. grow your business with social media and blogging.

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Vision Quest Realty) about 4 years ago

Those leads are garbage Joe Petrowsky .   Like you, I've built up a strong stream of referrals that keep me plenty busy.

Posted by DEANNA EARLY - - ( NMLS # 268590 ), Highest Ranked Mortgage Loan Originator Virginia (American National Bank & Trust) about 4 years ago