Most of us think we’re struggling with follow-up because we aren’t consistent enough, or the leads just aren’t good enough. But in reality, the problem goes much deeper than missed calls and forgotten reminders. 

The real issue is that most agents fundamentally misunderstand how long it actually takes to convert a lead, and what those follow-up conversations are supposed to feel like. 

We expect one call to turn into an appointment and one appointment to turn into a deal. When that doesn’t happen, we assume the lead isn’t interested, or worse, that we’re “bothering them.” 

What makes follow-up fall apart isn’t laziness, it’s uncertainty. We jump off that first call, and when it’s time to reconnect, we genuinely have no idea what to say next. 

So we default to the fastest escape hatch: a cold text, a generic check-in, a “just touching base” message that signals the wrong thing, you’re following up for yourself, not to bring value to the lead. 

How do we shift our mindset around follow-up? How do we take the pressure and hesitation out of lead follow-up?

In this episode, we break down the patterns behind bad follow-up, the mindset shift that makes good follow-up easy, and the small adjustments that help you stay connected to your entire pipeline.

Things You’ll Learn In This Episode 

Follow-up takes more touches than most agents assume

Most clients need several conversations before anything moves forward. How do we plan for a longer decision cycle instead of expecting quick wins?

Why “just checking in” messages fall flat

How to pick up the conversation where it last ended

The role of warm and older leads in your pipeline

About Your Host

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/

Every average agent wants to know what top producers are doing differently to get their results. They’re in the same market, dealing with the same obstacles, and working with the same number of hours, yet somehow, they keep pulling ahead.

Over the years, we’ve noticed clear patterns: top producers share the same habits, and struggling agents share the same mistakes. The contrast couldn’t be clearer. Top producers don’t rely on luck or talent; they rely on discipline.

Their edge isn’t in the big things; it’s in the small, repeatable actions that make up their daily routine.

But it’s not just about structure; it’s also about boundaries. There’s a rhythm to how top producers move through their day; a structure that keeps them focused while everyone else is reacting.

What do top producers do every single day? How are they so effective with their time management?

In this episode, we’re breaking down what a real top producer’s day looks like, the routines, time blocks, and mindset shifts that separate consistency from chaos.

Things You’ll Learn

Host Bio

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 one is 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.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Whether you’re a brand-new agent still waiting on your first commission check or a seasoned agent trying to jumpstart a slow season, the real question is the same: where do you find a deal? 

In real estate, there’s no shortage of strategies: calling expireds, launching Facebook ads, working your sphere, and hosting open houses, but not all strategies are created equal, especially when you’re just starting out. 

Some methods build momentum fast, others require more skill, time, or confidence than most new agents have on day one.

The goal isn’t just to get a transaction, it’s to get that first win that proves you belong in this business. 

What are some of the easiest ways to generate a deal in 60-90 days? What lead gen methods should new agents avoid until they have more experience? 

In this episode, we unpack the best ways to get early traction, from tapping into buyer leads and old contacts in your brokerage’s database to simple text scripts that turn conversations into contracts. 

Things You’ll Learn In This Episode 

Your sphere isn’t exhausted; it’s untapped

Old leads are hidden gold

Buyers build momentum faster than listings

Avoid the toughest game too early

About Your Host

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 they need to make sound financial decisions while being sensitive to the experience they seek 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.

Guest Host

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.

When real estate agents struggle, the first thing they do is blame the market: the interest rates, the inventory, the leads. But the truth is, that’s not why agents are failing.

The truth is simpler and more uncomfortable. Most agents fail because they overcomplicate what actually works. They treat real estate like a hobby, showing up when they feel like it and wondering why their results are unpredictable. They think they are following up and nurturing leads, when all they are doing is notifying people. 

What does it take to win in a slow market? How do you align your habits with the success you want? 

In this episode, we break down the hard truths about why agents fail, and what separates those who last from those who leave. 

Things You’ll Learn In This Episode 

Overcomplication kills performance

Treat it like a business, not a hobby

Structure beats hustle

Conversations = closings

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 received professional training from coaches such as 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 one is 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.

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

Every new agent has heard the old saying: “You have to list to last.” The industry myth is that the fastest way to big numbers is chasing listings. 

But here’s the truth: being a listing agent isn’t just about getting a few signs in the yard. It’s an entirely different business model. 

Buyer’s agents mostly service leads that come to them. Listing agents? They generate leads out of thin air. That’s why most people who say they want to be listing agents back off the second they realize what it takes: daily prospecting, mastering conversations, and building the confidence to win face-to-face at the kitchen table.

How do you actually become a dominant listing agent? Why do so many listing agents struggle with listings? 

In this episode, we break down the real difference between buyer and listing agents. We discuss why your presentation skills may matter even more than your prospecting. 

Things You’ll Learn In This Episode 

About Your Host

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 one is 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.

Guest Host 

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.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

For many new agents, the top producers in the office are intimidating. Their success feels out of reach; it’s something you’ll never accomplish yourself. But for some agents, those same people are motivating. They’re proof that it can be done, and they become the standard to chase. 

Emilee Mosso went from wanting to be like those agents to achieving success in her own right. And at 23, she’s done $10 million in volume, and this is just the beginning. 

How did Emilee turn her goals into a reality? How did she move past some of the places that keep agents stuck? 

It starts with showing up before you feel ready, asking for help instead of guessing, and treating every “no” as practice for the next “yes.”

In this episode of Level Up, the Century 21 Blackwell agent shares the mindset and approach behind her success. We also unpack how to learn from the right people, move through rejection without losing momentum, and develop the habits that make you a top producer.

In the beginning, you take the no’s personally. Now, when someone says no, I just think I’m closer to someone who will tell me yes. -Emilee Mosso

Things You’ll Learn In This Episode 

Guest Bio

Emilee Mosso is a licensed North & South Carolina real estate agent at Century 21 Blackwell. Emilee loves listening to people's needs in the real estate market to find a way to best serve them. Serving others is a passion of hers. She serves on the Spartanburg Board of Realtors Governmental Affairs Committee, the Community Service Committee as the Vice Chair, and the Public Relations Committee as the Chair. She is a founding member of South Carolina's Upstate chapter of Women's Council of Realtors. Emilee is also a member of Kiwanis International, where she serves her local Spartanburg Kiwanis club on several committees and as a board member. She is also a team holder for Alex's Lemonade Stand Foundation, a non-profit organization dedicated to fighting childhood cancer. Real estate was just a dream for Emilee at the young age of ten. When she heard her parents sharing their criteria, she quickly discovered Zillow, and a real estate fire was lit inside of her, and she has worked to make it come true. Every day, Emilee strives to help someone with the buying or selling process. In 2022, she was awarded the Quality Service Award for her dedication to her clients, as well as the "Rising Star" award. Connect with Emilee on Instagram and Facebook.  

About Your Host

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 Holme,s 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 one is 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.

Guest Host

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in the Top 1% of agents nationwide.  He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors.  Brendon considers himself a life-long student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

A lot of buyer’s agents think being “better” just means moving faster. Taking every late-night call, saying yes to every showing, and running themselves ragged across town. More homes, more showings, more hustle.

But hustle doesn’t equal conversion, it often equals burnout. The agents who actually win with buyers aren’t the ones sprinting around at all hours. They’re the ones who slow down, take control, and position themselves as trusted advisors.

The truth is, too many buyer’s agents play the role of door-opener. They think value comes from access, when in reality, buyers are craving authority. Without clear guidance, clients don’t feel safe. They get overwhelmed by endless options, stall out on decisions, and eventually ghost you.

Being a great buyer’s agent isn’t about being available 24/7. It’s about creating safety through authority, building trust by asking better questions, and making recommendations without being pushy. 

So how do you shift from being “just another agent” to the one buyers actually listen to? How do you guide clients without making them feel like subordinates?

In this episode of Level Up, we break down exactly what separates the buyer’s agents who burn out from the ones who close deals consistently, and how you can step into that second category.

Buyer’s agents want to be the respected advisor, but they tend to act like they’re just the door opener. -Greg Harrelson

Things You’ll Learn In This Episode 

About Your Host

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 one is 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.

Guest Hosts

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.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Some agents think market data is just a bunch of MLS stats to throw into a listing presentation. Just absorption rates, days on market, and sales ratios that you check off like a box. 

But it’s actually one of the most powerful persuasion tools you have. Market data shifts the conversation from opinion to fact, from convincing to guiding. It builds your confidence, gives clients a clear picture they can’t argue with, and it helps you close more deals.

The truth s, too many agents hide behind generic terms like “the market is slow” or “inventory is high.” Those phrases don’t move clients; they confuse them. 

Without specifics, your advice sounds like just another opinion. And in a market where clients are bombarded with opinions from social media, friends, and Zillow alerts, opinions don’t close deals. Facts do.

How do we turn raw numbers into stories that help clients? How does that lead to more closings?

In this episode of Level Up, we show you how to use numbers to set expectations, have better conversations, overcome objections, and close more deals.

Things You’ll Learn In This Episode 

About Your Host

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 Holme,s 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 one is 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.

Guest Host 

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.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When most agents think about increasing their online lead conversions, they picture tech: CRMs, ISAs, AI automations, and endless drip campaigns. 

But the uncomfortable truth is, none of it has actually moved the industry’s conversion rate. Despite all the shiny new tools, agents are still struggling to turn leads into clients.

The real problem isn’t the lead source, or the CRM or the tech you’re not using. It’s your mindset and activity. Too many agents label leads as “bad” because the timeline is longer than they’d like. Too many make one or two attempts, then drop the lead into automation and wait. And too many assume the next CRM or campaign will be the breakthrough. 

Buyers don’t want better drip emails; they just want more contacts.

How can you increase lead conversion without spending more money? 

In this episode of Level Up, we unpack the counterintuitive secret to online buyer lead conversion. It’s not about better tech, and it’s not about finding the perfect lead source. 

Things You’ll Learn In This Episode 

About Your Host

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 one is 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.

Guest Host

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.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

When most agents think about negotiations, they picture being pushy, holding firm, and “winning” the deal. 

But the problem is, being so focused on winning can actually create the ultimate loss for the client and you. 

The majority of deals aren’t lost because of price. They’re lost because of poor communication between agents, between clients, and in how we present offers in the first place.

Negotiation isn’t about arm-wrestling the other side into submission. It’s about finding common ground, keeping emotions in check, and making sure every party feels heard. 

Sometimes the best deal isn’t the highest offer or the lowest price, it’s the one that saves your client from bigger losses down the road.

What subtle language shifts prevent client resistance? Can delaying a decision lead to better outcomes?

In this episode of Level Up, we pull back the curtain on what kills negotiations, and the counterintuitive strategies that save deals most agents fumble. 

Things You’ll Learn In This Episode 

About Your Host

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 one is 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.

Guest Host 

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.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!