Every real estate investor wants more deals.

But very few realize that a better organization is more powerful than more leads.

You don’t need 1,000 new sellers this month. You need to follow up with the right 100, at the right time, in the right way.

And that’s exactly what tagging and segmentation let you do.

Inside Goliath, a few simple systems can help you:

• Prioritize the hottest leads

• Avoid wasting time on unqualified sellers

• Send the right message based on each seller’s motivation

• Automate better follow-up, offers, and closing workflows

Let’s break down how to tag, score, and segment your seller leads, so your marketing dollars (and effort) go further.

What Is Lead Tagging and Why Does It Matter?

Tags are labels you attach to a lead in your CRM or sales system.
They describe something meaningful about the person or property.

Example tags:

• Hot Lead

• Tired Landlord

• Called Me Back

• Offer Sent

• Wants Retail Price

These tags do 3 powerful things:

1. Organize your pipeline

2. Trigger automation and follow-up

3. Help you prioritize who to call next

The more accurate your tagging, the more profitable your workflow becomes.

Key Seller Tag Categories to Use

To avoid overwhelm, start by using the 5 main categories of tags. You can mix and match within each.

1. Motivation Type

What’s pushing this person to sell?

• Preforeclosure

• Probate

• Divorce

• Vacant

• Absentee Owner

• Tired Landlord

• Senior Downsizing

• Code Violation

This tag helps shape your tone, urgency, and offer.

2. Lead Source

Where did this lead come from?

• Driving for Dollars

• Facebook Lead Form

• Referral

• Bandit Sign

• Cold Call

• Direct Mail Response

Knowing source = knowing how to follow up (and where to reinvest marketing dollars).

3. Lead Temperature

How engaged or motivated are they?

• Hot – ready to sell, timeline urgent

• Warm – open to offer, curious but not committed

• Cold – curious, hesitant, or ghosted
  
  

Pro tip: You can combine this with seller type.
Example: Hot + Preforeclosure = high priority, urgent lead.

4. Stage in Sales Process

What have you done with this lead?

• New

• Contacted

• Appointment Set

• Offer Sent

• Follow-Up Needed

• Under Contract

• Dead, Not Interested

• Dead, Sold to Someone Else

These tags help drive follow-up automation and task reminders.

5. Seller Disposition or Objections

What are they thinking or feeling?

• Wants Retail

• Not Ready

• Price Objection

• Family Involved

• Doesn’t Trust Investors

• Out of Town Owner

These insight tags help your team craft better messaging and improve call prep.

Tagging in Action: A Real Lead Example

Let’s say you get a new inbound call from a seller.

They’re a 72-year-old landlord tired of managing a duplex.
They’re curious about selling but want to “see what it’s worth.”
They’re open to an offer, but only by phone (no appointment yet).

Here’s how you might tag that lead:

• Tired Landlord

• Inbound Call

• Warm

• Offer Pending

• Senior

• Wants Retail Price

Now you (or your VA or acquisitions rep) know exactly how to follow up. And Goliath can trigger the appropriate sequence automatically.

Why Segmentation Beats “Blasting Everyone”

Without segmentation, you’re guessing.

And guessing leads to:

• Wasted marketing spend

• Sellers getting annoyed

• Your team chasing bad leads

• Deals slipping through the cracks

But when you segment…

• Your texts and voicemails feel tailored

• Your timing fits each lead’s psychology

• Your follow-up doesn’t sound robotic

And most importantly: You spend time where it actually pays off.

How to Set Up Tag-Based Automations

Tagging isn’t just about organizing.

It powers actual workflows.

Here’s how:

1. Tag = Trigger

Apply a tag like Offer Sent → Your CRM should automatically start a 10-day follow-up sequence that includes:

• Day 1: Text

• Day 3: Email recap of offer

• Day 5: Voicemail ping

• Day 10: “Soft pass” close message

2. Tag = Filter

Want to pull up every Warm + Vacant + Not Ready lead from your last direct mail drop?

Click two filters. Boom, call list built.

3. Tag = Reporting

Want to know which source leads to the most Hot sellers who go Under Contract?

Your CRM should show your lead flow and conversion breakdown by tag, not just by campaign.

Bonus Tags: What the Best Acquisition Reps Use

Top closers don’t just use basic tags. They also track things like:

• Ghosted After Offer

• Sister is POA (power of attorney)

• Price May Be Flexible

• Not Financially Motivated

• Asked About Timeline

These may not seem “CRM worthy,” but in Goliath, you can filter or search by them, which makes follow-up strategic, not random.

How Tagging Increases ROI (With Zero Extra Leads)

Let’s say you generate 100 leads a month.

If you call all 100 once, you might get 2–3 contracts.
That’s a 2–3% close rate.

But if you tag and segment properly:

• Focus on the 20 that are Hot + Preforeclosure + Called In

• Follow up differently with the 40 Warm + Cold Call + Vacant

• Recycle the 30 Cold + Wants Retail with light drips

• DQ the 10 that are Sold Already or Fake Name

Your conversion rate could jump to 5–6% or more.

Same lead count. More deals. Higher ROI.

What Happens If You Don’t Tag? (Real Risks)

• Follow-ups feel random

• Multiple reps call the same lead

• Bad data compounds over time

• Sellers fall through the cracks

• You spend more and close less

Even worse? You can’t scale what you can’t track.

Tagging Tips for Teams

If you have VAs, cold callers, or reps, tagging matters even more.

Make sure everyone on your team knows:

• Which tags are required after every call

• How to update seller motivation over time

• What NOT to tag (e.g., avoid assumptions without confirmation)

You can create a Tagging SOP and make it visible in the workspace. That way, every rep is tagging leads the same way, without confusion.

The Real Power of Segmentation: Smarter Offers, Smarter Follow-Up

The better you segment, the smarter your offers become.

Example:

• Seller is Senior + Tired Landlord + Out of State

• Lead temp = Warm

• Property = Vacant Duplex

• Objection = Wants to Wait Until After Holidays

Now your follow-up sounds like this:

“Hey, just wanted to say I totally get wanting to hold off a bit. When the time comes, I’d be happy to make this super easy, even remote if needed. No clean-out, no agent needed.”

That message lands. Why? Because you understand the seller, not just the deal.

Tagging Template to Steal and Use

Here’s a sample tag set to load into your Goliath workspace:

Use consistent naming formats (no random caps or duplicates). And audit your tag list monthly to keep it clean.

Don’t Let Good Leads Slip Through Cracks

Every seller you tag correctly is one step closer to a closed deal.

Every untagged or mislabeled lead is a follow-up opportunity lost.

This isn’t just about being organized. It’s about building a repeatable, scalable system that turns seller data into revenue.

Goliath gives you the tools; now it’s time to use them. So next time you add a new lead?

Ask yourself: “What do I need to remember about this person 10 days from now?”

That’s your tag. That’s your system. And that’s how you close more deals, without chasing more leads.