How to Become a Listing Machine (No, It’s Not All About Prospecting)

In this industry, the term “listing machine” conjures up an image of a hardcore prospecter who can instantly turn a conversation into a deal, but that’s not the case, especially in this market. A machine is meant to deliver a consistent, predictable result over time, and truthfully focusing on generation will only lead to an income rollercoaster. To have a true machine, we have to generate leads and cultivate them in equal parts - we have to think like a farmer turning a seed into fruit. How do we build the discipline to cultivate and nurture leads? In this episode, we talk about the critical mindset shift every agent has to make to create a solid pipeline of leads.   "There’s more money in lead follow up than in lead generation." -Greg Harrelson   Three Things You’ll Learn In This Episode     The true cycle of a transactionHow long of an incubation period can we expect with a lead from first contact to listing agreement? Why you have to monetize the nosIn real estate, we have a tendency to cross leads out when they aren’t ready to buy or sell right now. Are we letting them go too quickly? How Abe Safa has closed over 70 transactions so far this yearCan we have a database nurture process so effective that it can produce a deal exactly when we need it?