A lot of agents and teams feel like their business is “stable” because they’re getting a steady flow of leads from referral companies, portals, and third-party sites.

And honestly, on the surface, it does feel safe: leads come in, you call them, you close a few deals, and life moves on.

But here’s the part most people don’t say out loud: if your entire pipeline depends on someone else sending you leads, you’re not actually in control of your business.

Your income is tied to whatever those companies decide to do next. You’re giving up 30–40% of every check, and you’re trusting that the tap won’t suddenly get turned off, reassigned, or doubled in cost. That’s not stability, that’s dependency disguised as consistency.

And because it feels easier, a lot of agents lean even harder into buying leads. They think it’s the answer to a slow month or the “fix” for not having their own lead-gen system.

But buying leads doesn’t solve the problem; it just keeps you stuck in the same cycle. The only real solution is learning how to create your own leads, so no company, no policy change, and no algorithm can decide how much business you’re going to have next month.

So how do you take control of your lead flow?

In this episode, we break down how to move from being at the mercy of lead companies to building something you actually control. We get into the lead-gen channels that still work, the overlooked power of your database, and why the real goal isn’t just collecting contacts, it’s building an actual audience that pays attention to you.

Things You’ll Learn In This Episode

You can’t build a stable business on someone else’s lead flow Referral companies can shut off or reassign leads at any moment. How do you stop outsourcing lead gen and start owning every lead you create?

Your database isn’t enough; you need an audience A list gives you names; an audience gives you influence. How does your business change when people actually look forward to your market updates?

Traditional lead gen still works

Expireds, FSBOs, circle prospecting, open houses…they’re still gold mines. How differently do they perform when every contact automatically becomes part of a long-term nurture engine?

Consistency beats cost every time How does such a simple communication rhythm end up producing more listings than any paid referral program?

About Your Hosts

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience they are looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease.

In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

Most of us think we’re struggling with follow-up because we aren’t consistent enough, or the leads just aren’t good enough. But in reality, the problem goes much deeper than missed calls and forgotten reminders.

The real issue is that most agents fundamentally misunderstand how long it actually takes to convert a lead, and what those follow-up conversations are supposed to feel like.

We expect one call to turn into an appointment and one appointment to turn into a deal. When that doesn’t happen, we assume the lead isn’t interested, or worse, that we’re “bothering them.”

What makes follow-up fall apart isn’t laziness, it’s uncertainty. We jump off that first call, and when it’s time to reconnect, we genuinely have no idea what to say next.

So we default to the fastest escape hatch: a cold text, a generic check-in, a “just touching base” message that signals the wrong thing, you’re following up for yourself, not to bring value to the lead.

How do we shift our mindset around follow-up? How do we take the pressure and hesitation out of lead follow-up?

In this episode, we break down the patterns behind bad follow-up, the mindset shift that makes good follow-up easy, and the small adjustments that help you stay connected to your entire pipeline.

Things You’ll Learn In This Episode

Follow-up takes more touches than most agents assume

Most clients need several conversations before anything moves forward. How do we plan for a longer decision cycle instead of expecting quick wins?

Why “just checking in” messages fall flat Generic follow-up doesn’t create meaningful engagement. How do we make sure our touchpoints actually reflect where the client is in their process?

How to pick up the conversation where it last ended A good follow-up feels like continuity, not a reset. What becomes easier when we reconnect around the client’s timeline, concerns, or next step?

The role of warm and older leads in your pipeline Hot leads aren’t the only ones who convert. What opportunities show up when every stage of our database has a consistent follow-up rhythm?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience they are looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Every average agent wants to know what top producers are doing differently to get their results. They’re in the same market, dealing with the same obstacles, and working with the same number of hours, yet somehow, they keep pulling ahead.

Over the years, we’ve noticed clear patterns: top producers share the same habits, and struggling agents share the same mistakes. The contrast couldn’t be clearer. Top producers don’t rely on luck or talent; they rely on discipline.

Their edge isn’t in the big things; it’s in the small, repeatable actions that make up their daily routine.

But it’s not just about structure; it’s also about boundaries. There’s a rhythm to how top producers move through their day; a structure that keeps them focused while everyone else is reacting.

What do top producers do every single day? How are they so effective with their time management?

In this episode, we’re breaking down what a real top producer’s day looks like, the routines, time blocks, and mindset shifts that separate consistency from chaos.

Things You’ll Learn

• The day starts the night before Top producers don’t wait for the morning to get organized; they close out the previous day with reflection and a plan. How do you make preparation part of your routine?
• Prioritization drives everything Top producers focus on the handful of calls and conversations that actually move the business forward. What does your version of a focused day look like?
• Structure creates freedom The best agents know exactly when their day ends, and that clarity makes them more productive. How do you use time blocking to draw the line between work and downtime?
• Time blocks keep chaos out Lead gen, follow-up, research, and even thinking time are all scheduled and protected for top producers. What time blocks could make your business feel more consistent?

Host Bio

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!