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If you’re a realtor convinced that your problem is not having enough leads, I need you to stop right there.
Take a breath.
And hear me when I say this: you probably have more than enough leads in your pipeline already.
What you’re actually missing? A follow-up system that nurtures and converts them long enough to actually make you money.
I’ve watched too many agents chase shiny new lead sources while letting perfectly good prospects slip through the cracks. One day they’re convinced they need more Facebook ads. The next day it’s door knocking. Meanwhile, their database sits there like a graveyard — full of potential but completely neglected.
But what if I told you the solution isn’t adding more leads to your pipeline? What if the answer is actually working the leads you already have?
Let me walk you through why your follow-up system is your real money maker — and how to build one that actually converts in today’s market.
The Problem: You’re Still Operating Like It’s 2021
Here’s the hard truth we need to face about our current market reality.
This isn’t 2021 anymore. Those days of 30-day conversions and instant gratification are over. We’re in a completely different game now, and if you’re still using the same playbook, you’re going to stay frustrated.
Interest rates are higher, which means buyers are more cautious. Sellers are handcuffed to those sweet 2-3% mortgage rates they got during COVID, so they’re not exactly jumping to move into a 6-8% environment.
What does this mean? Everyone is just waiting to see what happens with the market and the economy. The decision-making process has slowed way down for both buyers and sellers.
I had a coaching client who was getting so frustrated because she wasn’t seeing the quick conversions she used to get. She kept thinking she needed more leads, more ads, more everything. But when we looked at her database, she had over 200 people who had expressed interest in buying or selling in the past six months. She just stopped following up with them after 30-60 days because they weren’t “ready” yet.
That’s like planting seeds and then digging them up after a week because you don’t see a tree yet.
The Solution: Treat Your Pipeline Like A Slow Cooker, Not A Microwave
You know what top producers are doing right now? They’re not chasing more leads. They’re closing more of the ones they already have.
This reminds me of a story in Second Kings. There was a woman in debt, and they were about to sell her sons to pay it off. The prophet asked her a simple question: “What do you have in your house?”
See, we’re always looking outside our house for solutions when God has already given us what we need inside. Your database should not be a graveyard — it should be the first thing you’re hitting every day.
The lead you got today might not be ready to buy or sell for the next three, six, nine, or even 12 months. If your entire strategy is built on “who’s ready to buy now,” you’re leaving 80% of your pipeline on the table.
Not because they’re not interested, but because you stopped showing up before they were ready to say yes.
What You Actually Need: A Killer Follow-Up System
Your follow-up system needs to do three things to convert in today’s market:
First, it needs to nurture by adding value. You want to send content that educates and builds trust — market updates, neighborhood guides, buyer and seller tips. Stop sending generic “checking in” messages and start providing real value.
Second, it needs to be consistent in execution. Follow-up isn’t just once a month. It’s layered. Email, text, phone calls, multiple touch points. I always tell my clients: you don’t need more leads, you need more touch points with your existing leads.
Third, it needs to track progress. You can’t just send value-based emails and never pick up the phone to ask, “How close are you to making a decision?” Put notes in your system so you know to follow up in three months, six months, whenever they indicated they might be ready.
You need to know who’s ready in 30 days versus who’s ready in six months. That’s how you prioritize your time and energy.
The Database Reality Check You Need
Your database is your business. Period.
You don’t need a fancy new CRM. You need a commitment to consistently and strategically work the database you have. I don’t care if you’re using Follow Up Boss, Chime, or a simple Excel spreadsheet. What matters is whether you’re being consistent and strategic with how you execute.
The market isn’t changing anytime soon. What we have to do is learn how to interact with people to get them to a point of decision, understanding that it’s going to take longer than it ever has before.
And honestly? That’s not necessarily a bad thing. The market is actually slowing us down and giving us time to get strategic and build relationships that convert over time. This isn’t the glamorous side of real estate — it’s not instant — but it’s sustainable.
How This Transforms Your Business
When you shift from chasing new leads to nurturing existing ones, everything changes.
Your stress level drops because you’re not constantly worried about where your next client is coming from. Your conversion rates increase because you’re building deeper relationships. Your referral business grows because clients trust you more when you stay in consistent contact.
One of my Blueprint Program members started implementing a simple follow-up system where she touched base with every lead in her database at least once a month. Within 90 days, she had three listings come from people who had been in her pipeline for over a year. People she had completely forgotten about because she thought they weren’t “serious.”
That’s the power of consistent follow-up. Those weren’t new leads — they were relationships she had already started but never finished building.
Your Next Steps: Building A Follow-Up System That Actually Works
If you’re ready to stop chasing new leads and start converting the ones you have, here’s what you need to do:
Take an honest look at your current database. How many people are in there? When’s the last time you contacted them? What system do you have for staying in touch?
Create a follow-up schedule that makes sense for your business. Some people need monthly contact, others might be quarterly. But everyone should hear from you at least every 90 days.
Develop valuable content you can share consistently. Market updates, neighborhood spotlights, tips for buyers and sellers. Make every interaction valuable, not just transactional.
The Bottom Line: Work What You Have
You are not struggling to convert because you don’t have enough leads. You’re struggling because you’re not spending enough time connecting with the leads you already have and nurturing them to a point of conversion.
In this market, that could take as long as a year. But that’s okay, because while other agents are running around chasing the next shiny lead source, you’ll be building a business on relationships that actually convert.
It’s like going to the grocery store, spending $1,000 on groceries, then coming home and going out to eat. Work what’s in your house first.
Stop Playing Hide And Seek With Your Database
Look, I get it. Following up isn’t sexy. It’s not as exciting as launching a new Facebook ad or trying the latest lead generation hack you saw on YouTube.
But you know what’s really not sexy? Being broke because you keep letting perfectly good leads slip through your fingers.
Here’s the thing that blows my mind: I had my database appraised a few years ago and it was valued at over $2 million. Two. Million. Dollars. And most agents are sitting on databases worth hundreds of thousands that they’re treating like graveyards.
If you’re ready to stop treating your database like a cemetery and start treating it like the goldmine it actually is, I’ve got something for you.
I’m teaching my “Databank to Database” masterclass for just $149. Now, I know what you’re thinking — “Cheesette, that sounds too good to be true.” But here’s the deal: if you implement what I teach you in this class, you should easily see a 1000x return on that investment. We’re talking about turning a $149 investment into six figures in additional revenue.
Most agents would rather chase new leads than do the work of converting the ones they have. But the agents who do this work? They’re the ones still making money while everyone else is complaining about the market.
I teach you exactly how to turn your database into a consistent revenue machine — the same system that helped my clients pull listings and buyers from prospects they hadn’t talked to in over a year.
So here’s the deal: you can keep playing hide and seek with your database, or you can invest $149 to learn how to make it pay you for years to come.
Your choice. But either way, those leads in your pipeline aren’t getting any younger — and neither are we.
Register for the Databank to Database Masterclass at $149 NOW!
