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.


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.


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.