Today we had the pleasure of interviewing Andy Nelson, a GloverU coach who has an amazing story of success and many things to teach us. Based out of Chesapeake, VA, Andy has been in the business for eleven years. You might think that this is a fair amount of time, but as he likes to point out, this number is misleading. He actually failed out of the business twice before finally getting things together in 2020.

As for success? Last year, Andy sold 69 homes and grossed over $19 million. He now co-owns two brokerages and oversees the day-to-day operations of one of them. Andy is a master of what’s known as hybrid prospecting and he has shared some of his insights into that process with us today.

We even learned a little about setting goals. Andy’s goal to start 2022 was to sell 100 homes. After starting as a coach in January, however, Andy realized that 100 homes wasn’t his ideal objective. Instead, he took ten weeks off that year and still sold the same number of homes because of the amazing systems and processes that he has in place.

We also discussed:

• Andy’s meteoric rise to success

Quotes

“I only pull in about 35 online leads per month, and then follow up at a very high level” - Andy Nelson

“I don’t outbound prospect… I double down on my client database.” - Andy Nelson

Key Points

1. Hybrid prospecting involves a targeted print letter that goes out 12 times per year. This includes things like a QR code to get a free home valuation, coupons, and various calls to action. It also includes targeted circle prospecting.

2. The number of leads you get isn’t nearly as important as the quality of your follow-up. Focus on doing amazing follow-ups with just a handful of leads.

3. Your database is the most important part of generating business. Make sure that you’re nurturing that database so that you get the all-important referrals and repeat business.