Ever feel like you’re sitting on gold but don’t realize it? In this episode, I dive deep into one of the most overlooked yet most profitable aspects of real estate sales—the power of follow-up. I’m sharing real-life stories from my own team at Oasis Home Buyers, including how a brand-new rep uncovered thousands of dollars from leads that were over 760 days old.
Whether you’re a seasoned pro or just getting started, this episode will show you why consistent follow-up isn’t just a good idea—it’s the key to unlocking hidden revenue and long-term success. Tune in to hear how we’re training our sales team for greatness and why grit and persistence always pay off.
Episode Highlights[0:00] - Introduction
[0:43] - Why we make new sales reps start with “old” leads
[1:35] - Teaching grit: why struggling through tough calls pays off
[2:13] - How a 21-year-old server became a sales success story
[4:04] - What we look for in a top-performing sales team
[5:19] - Two deals closed—over 760 days old each
[6:32] - Real math: how $14K in 30 days started with a cold lead
[7:08] - Why follow-up is the single biggest untapped revenue source in your CRM
Key Takeaways-
Old leads are not dead leads – Deals can still be locked up even after two years if you’re willing to do the work.
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Success in sales starts with grit – New reps learn more from dialing older leads and facing rejection than from chasing new ones.
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Fortune truly is in the follow-up – Consistent effort and follow-up lead to unexpected and rewarding results.
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Follow me on Instagram: @realestatemike02
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