Imagine This…
You’re 10 days into the month.
You’ve got 38 leads in your CRM.
Some are old. Some are new.
Some clicked but never replied.
And if you’re being honest, most of them are collecting dust.
You feel stuck.
But not because you don’t have leads, it’s because you don’t know what to do with them and maybe you’re deflated from their lack of response.
Meanwhile, another agent down the street is running lean.
Same market. Same conditions. Same types of leads.
But damn, she just locked in her third closing this week.
What gives? Well, here’s the deal …
It’s not luck.
It’s not better leads.
It’s better systems.
The Psychology of Systems As Leverage
Truth is, the most successful agents are those that think in repeatable frameworks.
Struggling agents rely on memory and motivation.
When business slows, top agents don’t panic because they have systems.
They open their dashboards.
They check their pipeline (i.e. log into their CRM) and see who needs to be nudged.
They launch a reactivation campaign for those leads that have gone cold over the last 90 – 120 days.
And then … they get right back to work.
It’s not magic.
It’s taking small daily action that bit by bit manufactures momentum.
And that momentum is created by systems.
As Padi Goodspeed said last week, quoting Tom Ferry:
“I don’t care about market cycles because I have systems.”
Systems are the difference between hoping a lead replies and actually engineering the response before it’s even sent.
How To Apply This (Without Overhauling Your Life)
1. Micro-Strategy or Campaign
Re-activate all of those old/stale leads with a simple 3-part drip campaign …
Email 1: Regarding Your Property Search
Email 2: Still interested?
Email 3: Not Yet?
You can 👉 view/download the full drip campaign copy here.
The goal is to get people to engage (or re-engage) ever so slightly. And set the tone and expectation that you’re here to help whether they’re looking to buy in 2 months or 2 years. In the meantime, you’re going to continue to send them helpful and valuable content about the market and they can get in touch whenever they’re ready (no pressure).
Repeat every 90 – 120 days.
2. Small Habit or System To Build
Jeffery McGonigle and Jose Somano from Power Real Estate Group practice this daily with there agents. They want them focused on two things …
- What should you be doing when you’re looking at a lead profile? (What should you be tracking and logging).
- Work your Smart Lists daily. It’s your Admin’s job to set up your Smart Lists to work better for you but then it’s your job (as the agent) to work them and log the daily activity.
They have an actively work 4 Smart Lists:
- Under Contract
- Submitting Offers
- Hot
- Spoke With Customer
Start a 5 minute morning pipeline review. Ask:
- Who needs a nudge today
- Who’s close to converting
- Who have I ignored too long
- Who’s actively under contract and needs a check-in
Take three actions. Send one message. Make one call. Update one lead status.
Do that five days in a row and watch what happens.
This Week’s Opportunities 💪
From Leads To Closings: Master the Art of Follow Up, Nurture, and Conversion When: Thursday, May 29th at 12:00pm PST / 3:00pm EST
This Thursday, I’m teaming up with Dale Archdekin, founder of Smart Inside Sales and one of the sharpest sales coaches in real estate, to host a training on how to turn your lead flow into closings.
Whether you’re working with cold leads, stale leads, or a brand new batch from last week, this session is all about giving you the systems, scripts, and workflows that convert.
Here’s what we’ll cover:
- The anatomy of a high-converting follow-up system
- How to revive middle-of-funnel and “cold” leads
- Proven objection-handling strategies for today’s market
- Automation tools and CRM setup that save you hours a week
- What top teams are doing to build predictable pipelines
👉 Click here to register now!
Announcing My New Brand Partnership With Padi Goodspeed
I’m thrilled to officially announce my new brand ambassador partnership with Padi Goodspeed and Cross Country Mortgage.
We’re teaming up to launch a tactical, boots-on-the-ground marketing series called the Conversion Clinic, a rotating set of live classes focused on what agents need most right now: marketing clarity, follow-up systems, and conversion-focused tech & finance training.
We’re getting tactical and we’re getting local. And we’re giving agents what they need to close more business in today’s environment.
Our first stop is at Lighthouse Escrow next month. If you’re in California and want in on these sessions? Lunch & cocktails included, so click below to grab a seat and you’ll be the first to know when our sessions go live …
The Short of It
You don’t need more leads. You need better systems.
And better systems start with small moves done consistently.
Let’s Build!
Ricardo
