The Secret of Real Estate Revealed

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Available in shop from just two hours, subject to availability. Teams that focus on the seller side are going to have the most organized growth.

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It is obvious. But the truth is not everyone is willing to invest in the discipline and time required to truly grow a powerful seller pipeline.

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Something you can boil the profitability of your business down to. Even before The Heyl Group existed, seller nurtures was my strategy. Five days a week, I woke up and cold-called.

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The goal was also straightforward: Generate five qualified seller leads every day. I did that for three-and-a-half years straight, and over time, the pipeline ballooned.


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Today, we apply the same system. My entire team across all of our locations still follow the five qualified seller leads a day. What is the difference between a seller nurture and, say, a lead? Glad you asked. In real estate, people talk about leads. Leads could be anything. Expired listings, for sale by owners, internet leads, or referrals.

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But no matter the source of the lead, they remain a lead until we have spoken with them directly and we understand how to take action with them. Early on, I decided I needed a better way to determine who I was going to reach out to. So, I came up with my own criteria to qualify a lead into seller-nurture status. They had to meet five criteria points around motivation, timeframe, willingness to switch agents, follow-up, and contact information.

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