A lot of agents and teams feel like their business is “stable” because they’re getting a steady flow of leads from referral companies, portals, and third-party sites. 

And honestly, on the surface, it does feel safe: leads come in, you call them, you close a few deals, and life moves on.

But here’s the part most people don’t say out loud: if your entire pipeline depends on someone else sending you leads, you’re not actually in control of your business. 

Your income is tied to whatever those companies decide to do next. You’re giving up 30–40% of every check, and you’re trusting that the tap won’t suddenly get turned off, reassigned, or doubled in cost. That’s not stability, that’s dependency disguised as consistency.

And because it feels easier, a lot of agents lean even harder into buying leads. They think it’s the answer to a slow month or the “fix” for not having their own lead-gen system. 

But buying leads doesn’t solve the problem; it just keeps you stuck in the same cycle. The only real solution is learning how to create your own leads, so no company, no policy change, and no algorithm can decide how much business you’re going to have next month.

So how do you take control of your lead flow? 

In this episode, we break down how to move from being at the mercy of lead companies to building something you actually control. We get into the lead-gen channels that still work, the overlooked power of your database, and why the real goal isn’t just collecting contacts, it’s building an actual audience that pays attention to you. 

Things You’ll Learn In This Episode 

You can’t build a stable business on someone else’s lead flow

Your database isn’t enough; you need an audience

Traditional lead gen still works

Expireds, FSBOs, circle prospecting, open houses…they’re still gold mines. How differently do they perform when every contact automatically becomes part of a long-term nurture engine?

Consistency beats cost every time

About Your Hosts

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience they are looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease.

In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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