You Don't Have a Lead Problem. You Have a Follow-Up Problem.

Most agents think they need more leads. The real issue? They're letting good leads go cold because they don't have a follow-up system. Here's how to turn the leads you already have into closings.

I've worked with hundreds of agents who swear they need more leads. They spend thousands on Facebook ads, Zillow leads, and networking events. Meanwhile, their CRM is full of contacts they haven't touched in months.

The math is simple: if you're converting 2% of leads and you get better at follow-up to convert 4%, that's like doubling your lead flow without spending another dollar.

## The Follow-Up Reality Check

Most agents follow up exactly once. Maybe twice if they're feeling ambitious.

Here's what actually happens:

- Lead comes in Monday

- Agent calls Tuesday, gets voicemail

- Agent sends one follow-up text Wednesday

- Agent moves on to "warmer" leads

- Lead buys from another agent three months later

Meanwhile, the agent who got the sale:

- Called the lead six times over two months

- Sent market updates and local insights

- Followed up with value, not just "checking in"

- Was top-of-mind when the lead was ready

The difference wasn't the lead quality. It was the follow-up system.