184 - The 24-Month Money Machine: When Patience Pays Off in Real Estate

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The secret to real estate success lies in systematically nurturing your "warm" leads over time, rather than just chasing new business. Adam Joske returns to share strategies for converting potential clients who aren't ready to sell immediately into future listings through consistent, value-added communication.

• The industry-wide gap between handling "hot" leads (immediate sellers) and maintaining cold databases, with most agents neglecting "warm" leads (6-24 months away from selling)
• Why clients forget even exceptional agents after the initial appraisal meeting
• The problem with "checking in" calls and why they make potential vendors feel pressured
• Building a library of 30-40 valuable touchpoints combining calls, emails, and text messages
• Specific touchpoint ideas, including local development updates, conveyancer referrals, and director calls
• Creating educational resources like knowledge books on topics from styling to self-managed super funds
• Implementing a systematic monthly time-blocking approach to nurture 100+ warm leads
• How converting just a portion of your warm lead database can yield 30-50 additional listings annually

Block out the first Tuesday of every month from 8:00 a.m. to 1:00 p.m. to work through your warm lead list with meaningful touchpoints. After 24 months of consistent communication, it becomes very difficult for potential vendors not to choose you when they're ready to sell.

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