#10 RE Prospecting - Stop Chasing Every Lead and Start Converting the Right Ones

Here's what I learned after watching agents burn out trying to follow up with everyone who clicked a Facebook ad or filled out a form online. The problem isn't that you're not working hard enough, it's that you're treating a warm lead from your neighbor's referral the same way you treat a cold click from someone browsing homes at 2 AM. Your follow up system should match the temperature of the lead, and most agents get this backwards.

When someone reaches out about a specific neighborhood or asks about market timing, they're giving you golden information about exactly what they need right now. Instead of sending them your generic buyer's guide, spend fifteen minutes creating something custom. If they asked about Maplewood Elementary's district, build them a quick PDF with school boundaries, recent sales on those streets, and what families love about that pocket. Use the Claude + Canva process I showed in coaching or just use ChatGPT, keep it three pages max, and deliver it within the hour they called.

The agents who close the most deals don't have the fanciest CRM or the biggest ad budget. They have the fastest response time with the most relevant value that sounds sincere. While everyone else is scheduling their follow up emails for next Tuesday, you're texting them a neighborhood report before they finish their morning coffee. Speed wins, but speed with the right information that sounds authentic wins almost every time.

Most agents think they need to be on Instagram, TikTok, Facebook, and LinkedIn to stay competitive. Wrong move. Pick the ONE platform where your past clients actually spend time, master that space completely, then think about expanding. I'd rather see you post valuable content three times a week on one platform than post randomly across four platforms. Your audience needs to see your name enough times that when their cousin mentions thinking about selling, you're the first agent they recommend.

Your database isn't just names and phone numbers, it's a collection of people with specific needs, timelines, and neighborhoods they care about. Start tagging every contact with their situation: first-time buyer, downsizing empty nester, investor, or just watching the market. Then when rates drop or inventory shifts in their area, you know exactly who to call first. The agent who stays top of mind with relevant updates and meets clients where they are gets the listing call, not the agent who sends generic market reports to everyone.

Solve problems they don’t know they have yet, that’s the key!

Now you know what to do next, grab this email and throw it into ChatGPT and have it outline a plan for the week for you. Thanks to one of our readers now we have this genius idea. Do it! And have a good Labor Day Weekend! 

Many blessings,