Most agents think they’re bad at follow-up — and that the right CRM will finally fix it. The real issue is who they’re following up with. The good news? This is an easy fix with dramatic results.

In this episode, Matt & Garrett unpack why agents avoid their “real people” and instead chase strangers. A bloated, unfiltered database quietly sabotages both your systems and your confidence. When you narrow your core list to people you actually talk to, follow-up stops being heavy and starts being effective.

We dig into:

• Why more contacts ≠ more business
• How to identify your true “core” inside your database
• The psychological reason agents default to strangers
• A simple paper-and-highlighter method to find your people fast
• Why higher frequency with fewer people outperforms more hustle

Stop beating yourself up. You’re not “bad at follow-up” — you’ve just been focused on the wrong people. Let’s fix that and infuse your business with new energy and momentum.