Just wanted to give everyone a quick heads-up—I’m in the process of adding Dropbox links to all the community resources. That way, you can not only read them in Skool but also download and use them for your own purposes. Feel free to make any of these guides your own (with the exception of my book—that one isn’t available for repurposing). My goal here is to make sure you don’t have to reinvent the wheel if you find something valuable. I’m also working on creating more resources that are focused on clients—both buyers and sellers—so stay tuned for those!

There are only two groups of people you get real estate leads from: 1. People you know 2. People you don’t When we first started trying to streamline our lead generation, we built follow-up systems for every channel. Ads. Open houses. Referrals. Website leads. It got messy fast. Then we realized the problem wasn’t the lead source—it was how we were organizing our follow-up. So we simplified. Two groups. Two strategies. With people you don’t know, we lean more on automation. Drip emails, text sequences, and auto-responders help us stay consistent and visible while building trust. But here’s the key: the second we see behavior changes in the CRM—like link clicks, property views, return site visits—we shift gears. That’s when we start layering in personal follow-ups. A quick call. A thoughtful text. a direct link to a video. Something human. On the flip side, with people we do know, we limit automation as much as possible. Letting a CRM run those conversations felt cold and disconnected. Instead, we use the CRM to track our interactions and set reminders to follow up—but the outreach is always personal. What we’ve learned is this: automation helps with scale, but relationships are built through real connection. If you’re trying to simplify your lead follow-up and make it more effective, start by grouping your contacts this way. It’s made everything easier for us. And better.

Here’s something a lot of agents get wrong: Leads don’t book appointments with you just because you have availability.They don’t sign up for your landing page just because it showed up in their feed. They take action because what you said felt relevant to them in that moment. And that’s exactly where most real estate scripts fall apart. Let’s Talk About Buyer Leads Say someone signs up on your home search landing page—maybe they’re looking at homes for sale in Portland. You give them a call. But instead of meeting them where they are—asking about the homes they viewed, what they liked, what caught their eye—you go straight into: - “Are you pre-approved?” - “Are you working with an agent?” - “Do you also have a home to sell?” And boom—just like that, you’ve lost them. Not because those questions are bad, but because they’re not relevant yet. Why Relevance Beats the Script When you lead with irrelevant questions, you break trust. You make it clear that you're following a template—not listening. The lead came in looking for help buying a home. So if the first 30 seconds of the call feel like a pre-qualification form, they’re gone. It’s like promising someone a sample of ice cream and then trying to sell them a full cake before they even taste it. Yes, you will need to ask deeper questions eventually. But timing matters. The Fix: Stay in the Zone of Relevance If someone opts into a buyer campaign, talk to them like a buyer. Ask about what they’re looking for. What kind of home caught their attention? Is there a neighborhood they’re excited about? Save the seller questions, lender talk, and longer-term discovery for later—when it actually makes sense. Because if they feel like you bait-and-switched them with one offer and came in pushing something else, your conversion rate’s going to tank. Bottom line: Don’t let your script hijack the conversation. Start where the lead is. Stay relevant. That’s how you build trust—and get the appointment.

Just wanted to let everyone know—I’ve uploaded Open House Strategy: How to Get More Free Leads to the Classroom tab. This course walks you through how to host open houses in a way that actually helps you generate more leads. It’s built around almost-free techniques (your time is really the only cost) and goes beyond just relying on a basic sign-in sheet. https://www.skool.com/realestateleads/classroom/5562df47?md=372a2c06b6b84c77ba5412d3d8245647

you mention in one of the classroom videos about having a google ads account. Where do I go to see if I already have this or get one setup?