Leigh Thomas Brown argues real estate agents waste time hunting new leads when their phone already holds warm contacts who know and trust them. Calling existing connections isn't chasing, it's giving them a chance to choose you.
But here's where many REALTORS® miss it completely. They're sitting on a gold mine and don't even recognize it. Well, what is it? Mm-hmm. You know, it's this thing, this phone. It's got a contact manager. You've got hundreds of people saved in here. You've met them or talked to them. There's some reason they're saved in your phone. I mean, you engaged with them enough to tap the phone or write it in, but you're not calling them. Why? Why? What's your excuse? Because those people, they know that you exist. They know that you're a human and not some AI-generated bot, and they already have some level of comfort with you. So calling them isn't chasing, it's letting them know, hey, I'm here if you need me. And that's how you eventually get chosen.
