Ever feel like you’re sitting on gold but don’t realize it? In this episode, I dive deep into one of the most overlooked yet most profitable aspects of real estate sales—the power of follow-up. I’m sharing real-life stories from my own team at Oasis Home Buyers, including how a brand-new rep uncovered thousands of dollars from leads that were over 760 days old.

Whether you’re a seasoned pro or just getting started, this episode will show you why consistent follow-up isn’t just a good idea—it’s the key to unlocking hidden revenue and long-term success. Tune in to hear how we’re training our sales team for greatness and why grit and persistence always pay off.

[0:00] - Introduction

[0:43] - Why we make new sales reps start with “old” leads

[1:35] - Teaching grit: why struggling through tough calls pays off

[2:13] - How a 21-year-old server became a sales success story

[4:04] - What we look for in a top-performing sales team

[5:19] - Two deals closed—over 760 days old each

[6:32] - Real math: how $14K in 30 days started with a cold lead

[7:08] - Why follow-up is the single biggest untapped revenue source in your CRM

1. Old leads are not dead leads – Deals can still be locked up even after two years if you’re willing to do the work.

2. Success in sales starts with grit – New reps learn more from dialing older leads and facing rejection than from chasing new ones.

3. Fortune truly is in the follow-up – Consistent effort and follow-up lead to unexpected and rewarding results.

• Follow me on Instagram: @realestatemike02

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