Nurture leads with consistent outreach—calls, emails, and texts—to turn contacts into closings.
How do you effectively scale your real estate business? In my latest interview with Matt Muscat, Marketing Director at Treadstone Funding in Grand Rapids, MI, and author of the Amazon Best-Seller “TAG Tangible Action Guide for Real Estate Marketing,” we explored the blueprint behind my team’s success in closing nearly 1,200 transactions in five years.
With an average sale price of $220,000, we carved an incredible niche in a mid-tier market by focusing on systems, training, and relentless lead generation. Below are some highlights of what we discussed:
Scaling the business by building a team. Starting my career 27 years ago, I quickly realized I needed help to scale. So, I built a real estate team of 14 licensed agents supported by listing coordinators, transaction coordinators, videographers, photographers, and virtual assistants. This structure lets me focus on what I do best: generating high-dollar opportunities while delegating operational tasks.
Dedicated training program. A part of my team’s success is our intensive two-month training program for new agents. During this program, they shadow experienced professionals, do role-playing exercises, and earn commissions through a paid internship. This keeps them motivated and ready to jump in.
Lead generation techniques. I have over 23,000 warm leads that I’ve nurtured for months or even years. New agents start by inputting 200 contacts, composed of friends, family, and coworkers, into our system, aiming to reach out 33 times a year through calls, emails, and texts.
Community engagement. Community events also play a vital role in expanding my network. I sponsor local events and actively knock on doors. For instance, one Thanksgiving Eve door knock led to a million-dollar deal, proving the power of persistence.
Looking forward, I want to grow my team tenfold by 2025. But the market has shifted from speed to skill, and agents who adapt will thrive. That’s why, for new agents, my advice is simple: Stick to your calendar, set aside time for lead generation, and get comfortable with cold calling.
If you’re ready to elevate your real estate business, we can help you. Reach out by phone, email, or DM. Call or text me at (517) 343-1760 or email jeff@jeffburkecoaching.com. I look forward to talking with you!
