Most of us think we’re struggling with follow-up because we aren’t consistent enough, or the leads just aren’t good enough. But in reality, the problem goes much deeper than missed calls and forgotten reminders.
The real issue is that most agents fundamentally misunderstand how long it actually takes to convert a lead, and what those follow-up conversations are supposed to feel like.
We expect one call to turn into an appointment and one appointment to turn into a deal. When that doesn’t happen, we assume the lead isn’...
Most of us think we’re struggling with follow-up because we aren’t consistent enough, or the leads just aren’t good enough. But in reality, the problem goes much deeper than missed calls and forgotten reminders.
The real issue is that most agents fundamentally misunderstand how long it actually takes to convert a lead, and what those follow-up conversations are supposed to feel like.
We expect one call to turn into an appointment and one appointment to turn into a deal. When that doesn’t happen, we assume the lead isn’t interested, or worse, that we’re “bothering them.”
What makes follow-up fall apart isn’t laziness, it’s uncertainty. We jump off that first call, and when it’s time to reconnect, we genuinely have no idea what to say next.
So we default to the fastest escape hatch: a cold text, a generic check-in, a “just touching base” message that signals the wrong thing, you’re following up for yourself, not to bring value to the lead.
How do we shift our mindset around follow-up? How do we take the pressure and hesitation out of lead follow-up?
In this episode, we break down the patterns behind bad follow-up, the mindset shift that makes good follow-up easy, and the small adjustments that help you stay connected to your entire pipeline.
Things You’ll Learn In This Episode
Follow-up takes more touches than most agents assume
Most clients need several conversations before anything moves forward. How do we plan for a longer decision cycle instead of expecting quick wins?
Why “just checking in” messages fall flat
Generic follow-up doesn’t create meaningful engagement. How do we make sure our touchpoints actually reflect where the client is in their process?
How to pick up the conversation where it last ended
A good follow-up feels like continuity, not a reset. What becomes easier when we reconnect around the client’s timeline, concerns, or next step?
The role of warm and older leads in your pipeline
Hot leads aren’t the only ones who convert. What opportunities show up when every stage of our database has a consistent follow-up rhythm?
About Your Host
Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience they are looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.
Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.
Want To Level Up Your Production? (and live anywhere in the Carolinas)
Check out www.gregharrelsoncareers.com
Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/
