The speaker emphasizes that consistent follow-up (often 8–12 contacts) is where real estate sales are won, recommends building and optimizing systems for follow-up, and describes "Pillar three" as consultation frameworks — modeling the buy side like the listing side — with strong emphasis on scripting and using open houses intentionally to attract both sellers and buyers.
A fortune is made in real estate in any sales business in the follow up, right? So there's sometimes 8, 10, 12 contacts before someone agrees to actually have a consultation with you. So a little bit of setup there, but once those systems are in place, you're going to use them. Maybe you optimize them or tweak them in the future. Pillar three are the consultation frameworks. So this is like your legit sales process. Now you model the buy side of your business just like the listing side of your business. So you're not, you're no longer using the property as leverage to get in front of a buyer. You've got to get really good at scripting. So I guess there's a yard marketing script there. I for sure would do open houses, so I wouldn't love every minute of it. I'm generally introverted. But using an open house the way we do our open house, our open house system is geared toward, we want to get a seller, a seller and a buyer from every open house that you do. We've got really good system to get sellers and buyers from our open house.
