Contacts to Closings: Your Next 10 Deals Are in Your Phone
Most people think they need more leads. But the truth? Your next deal is probably someone you already know. Someone who’s been quietly watching, vaguely interested, and simply waiting for one moment of value from you to raise their hand.
In today’s market, cold leads are expensive and often unmotivated. Warm leads, on the other hand, are gold. And most mortgage and real estate professionals are sitting on a goldmine they’re not tapping. Let’s change that.
The Myth: “I Need More Leads”
It’s not that more leads wouldn’t help, it’s that most professionals haven’t fully activated the leads they already have. Think about the people in your world:
- Past clients
- Friends & family
- Local business owners
- Social media followers
- People you’ve met once but still follow you
- Parents from your kids’ school
- Everyone you’ve had even a small relationship with
You don’t need to hard-sell any of them. You just need to stay top of mind and consistently offer value. Visibility + Value = Volume.
Step 1: Get Your Network Organized
Chaos kills consistency. Pull every contact you have into your CRM or a simple spreadsheet and label them by:
- Relationship type
- Status (hot / warm / past client / sphere of influence)
- Follow-up frequency
- Notes or context
When your system is clean, communication becomes effortless. Less friction = more consistency — and consistency is the real separator in this industry.
Step 2: Educate Instead of Pitching
We’ve all seen the posts: “I’m never too busy for your referrals!” There’s nothing wrong with that, but it’s not compelling. People don’t refer because you ask. People refer because you made them smarter, safer, and more confident.
Try posts like these instead:
- “3 things every buyer needs to know before the spring market hits.”
- “Rates are moving— here’s what it means for your wallet.”
- “Most people don’t realize they can buy with 3% down. Here’s how it works.”
When you teach, you become the problem-solver. Problem-solvers get calls.
Step 3: Personal Outreach Wins Every Time
Every week, reach out to 5–10 people personally. Not as a “check-in for business,” but as a human. Build real connection and skip the stereotypical, “Hey, how are you doing?”
Try:
- Sending a DM about something they posted
- Dropping a voice message
- Sending a birthday text
- Congratulating them on something recent
- Sharing an article or resource they’d actually care about
Personal connection is the highest-ROI activity in this business. Every major producer I coach does this consistently, and it’s a big reason they stay top of mind.
Step 4: Stay Consistent on Social (Even When It Feels Like No One Is Watching)
Your audience is always watching, even if they never hit “like.” Show up with:
- Short tips
- Market insight
- Client wins
- Personal stories
- Proof of work
- Lessons learned
Your content educates your audience long before they reach out. And when they finally need help, they already feel like they know you—making you the easy choice.
Final Thought: You Don’t Need a Bigger Audience. You Need a More Activated One.
Your network is the warmest, fastest, most predictable source of business you have. Chasing strangers should never come before nurturing the people who already know, like, and trust you. If you want more closings, start with the relationships you already have.
Serve them. Educate them. Stay visible. Stay human.
Do that consistently and the deals will come to you.
