2024 started off slow for many agents, and Ian was no exception. But by mid-summer, his business was thriving, thanks to a strategic focus on seller leads and a disciplined approach to cold calling. In this post, we’ll dive into Ian’s journey, his insights, and how The Share Group played a pivotal role in his success.
Ian, an experienced real estate agent working in Southern New Hampshire and Northern Massachusetts, kicked off 2024 with a sluggish market. Like many others, he found the spring and early summer to be unusually slow. However, instead of waiting for the market to pick up, Ian took matters into his own hands.
By mid-summer, Ian was closing two houses a week, and September brought even more success with five closings and several new listings. So, what changed? Ian attributes this turnaround to his focus on seller leads—a strategy he has honed over the past decade.
Ian’s journey in real estate began nearly ten years ago, and while he initially worked with buyers, he quickly realized that “listers last.” He pivoted to working almost exclusively with sellers, a move that required a new approach and a lot of cold calling.
“I don’t even have Supra on my phone anymore,” Ian says, referring to the tool commonly used by agents to access lockboxes for showings. His focus is clear: get listings, sell homes, and let someone else handle the buyers.
Cold calling has been Ian’s bread and butter for years. He’s spent the last seven or eight years perfecting this skill, and while he’s dabbled in social media and other marketing avenues, nothing has been as effective as picking up the phone.
However, cold calling is time-consuming, and Ian realized he couldn’t do it all alone. That’s when he met a fellow agent who introduced him to the idea of hiring Filipino virtual assistants (VAs) to help with the heavy lifting.
“I started hiring VAs in the Philippines to cold call for me,” Ian explains. “They’ll never get the same results as I do, but with enough volume, it works.” After going through several VAs over the years, Ian now has a couple of reliable assistants who have been with him for three to four years.
Even with VAs making calls, Ian realized he needed better-quality leads to keep the momentum going. After exhausting other lead sources, he turned to The Share Group, a decision that significantly impacted his business.
“I tried out The Share Group with a small purchase, just to test the waters,” Ian recalls. “The quality of the leads was impressive—accurate phone numbers, responsive contacts, and minimal bogus lines.”
Satisfied with the initial results, Ian made a larger investment in leads from The Share Group, and it’s been a game-changer. His VAs are consistently generating three to five qualified contacts a day, and they’ve already secured several hot leads—potential sellers who are ready to list their homes in the coming months.
One of the key lessons Ian has learned is the value of personal follow-up. While he initially hired others to handle follow-up calls, he found that this approach didn’t yield the desired results. “People want to hear from the agent they’re going to hire,” Ian says.
Now, Ian personally follows up with every lead, ensuring that he stays top of mind when it’s time for them to sell. His follow-up calls are brief, often lasting only 10-15 seconds, but they’re effective. He’s direct, to the point, and respectful of the lead’s time—a strategy that resonates well in the fast-paced New England market.
In today’s world, where spam calls are rampant, it’s crucial to ensure your number doesn’t get flagged. Ian has developed a system to keep his numbers fresh and avoid the dreaded spam label. He regularly changes his phone numbers, both for himself and his VAs, using tools like RingCentral. This practice has helped him maintain high connection rates and keep his leads engaged.
Ian’s journey from a slow start to a successful year in real estate is a testament to the power of focus, persistence, and the right tools. By honing in on seller leads, leveraging virtual assistants, and investing in high-quality leads from The Share Group, Ian has built a thriving business in a challenging market.
For real estate agents looking to grow their business, Ian’s story offers valuable insights. Focus on what you’re good at, invest in quality leads, and never underestimate the power of a personal touch.
And if you’re ready to take your business to the next level, consider partnering with The Share Group to access the seller leads you need to succeed.