Where to Find Your Next 100 Closings

Most agents think their next 100 closings are hiding inside the next shiny lead source. A new ad. A new platform. A new funnel.

They’re wrong.

In this episode, I break down where your next 100 closings are actually sitting right now and why you’ve probably been looking straight past them. This is one of those perspective shifts that feels obvious once you hear it, but can immediately change how you run your business.

If you’ve ever said things like:

• “These leads are dead”
• “They never responded”
• “I need better leads”
• “My CRM is full of junk”

This episode is for you.

I walk you through how to reframe “dead leads,” how to reset your expectations around lead timing, and a stupidly simple text message that can revive conversations with people you wrote off months or even years ago.

This pod is tactical, actionable, and you can implement it today without spending another dollar on leads.

What You’ll Learn In This Episode

• Why most agents lose deals they already paid for
• The difference between a dead lead and a “not yet” lead
• How unrealistic expectations are killing your conversion rate
• Why long-term follow-up beats constant new lead chasing
• The exact text message to send old buyer leads
• The seller version of the same text that sparks conversations
• How one simple CRM habit can unlock dozens of closings
• Why patience is one of the most profitable skills in real estate

***********************
RESOURCES :

Free "Clients From Social" Masterclass -
Learn the new formula top agents are using on social media to attract 5+ new closings, month after month. REGISTER HERE: https://members.massiveagentsociety.com/free-masterclass-registration?utm_source=podcast_notes

Massive Agent Society on Skool - My coaching community giving Realtors the exact blueprint (and handholding) to attract 5+ new clients, every single month. CLICK HERE: https://www.skool.com/massiveagentsociety

Manychat PRO - Automate your Instagram DM's and Get 30 days of Manychat Pro for FREE - CLICK HERE 

REAL Broker - Learn how we can be business partners and build a business together @ ΓEA⅃  Broker- CLICK HERE

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Transcript

SPEAKER_01 0:34

On this episode, I'm going to show you where to find your next hundred closings, but it's not where most agents think to look. Let's get into it right now.

SPEAKER_00 0:42

The Massive Agent Podcast.

SPEAKER_01 0:50

I love to buy houses. I like to sell houses.

SPEAKER_00 0:55

Wait a minute. Leads a week. Oh. Have I got your attention now? Here's your host, Dustin Brome.

SPEAKER_01 1:09

What is up, guys? Welcome to episode what is it, 423? Well, totally messed that up. Episode 423 of the Massive Asia podcast. I am your host, Dustin Brome, here in Salt Lake City, Utah, where we have no snow. We have no winter. What's crazy, everyone else in the country is getting snow, like multiple feet. And in Salt Lake, we've officially had 0.1 inches of snow this winter. It is unbelievable. It is the weirdest thing ever. I'm a little uh upset about it. My wife's not. She's very happy. Anyways, great show for you today because I'm going to tell you where to find your next 100 closings. And it's you your next 100 closings are in a place that you're not looking. They're right in front of your freaking face. They're sitting there, but you're you're looking past them as if they don't exist. And so I'll break this down for you and show you where to find your next hundred closings and uh and give you a framework that you can follow to extract closings out of this out of this place that I will that I will divulge here in just a second. But first, if you have not yet been subscribed to the Massive Agent YouTube channel, I'm putting out some really good shit over on YouTube. Some really good shit. This week's video, go over to the Massive Agent channel. And I broke down a video that shows you how to sell a hundred homes if you have at least a hundred Instagram followers. All you need is a hundred Instagram followers. You can sell a hundred homes, and I break it down in that YouTube video. So just go over to Massive Agent on YouTube and watch that right after we're done here, of course. But uh yeah, and next week, I've got next week is very tactical. You're gonna love next week's video on YouTube. Uh doing one a week, dropping them every Tuesday. So hopefully you've been enjoying. If you haven't been watching, you need to. Like, like right now. Well, after this episode, okay. Uh before that, I'm hosting a free masterclass to show you exactly how to get deals from social media so that you're not depending on someone else. You're not you're not paying for leads, you're not depending on your team leader, you're you're not spending. And plus, I'm tired of hearing agents who are about to throw in the towel or have thrown in the towel with Instagram, with social, because they're like, well, I'm spending countless hours and it doesn't work. Social media doesn't work for me. I'm so tired of hearing that line. Well, it's because you're doing the wrong shit. You're not, you're not, you're doing the wrong stuff, andor you're not doing the right stuff. And so I put together this masterclass that I'm hosting to show you what the right stuff is so that you can spend a lot less time on social media, spend a lot less time, like a lot less time creating content and get a ton more deals from it. If you're not getting 10 or more deals a month, like you should be getting 12 listings a month from social. It's gonna take a minute to get there. Like, I'm not saying five years, but it's gonna take some effort, some time. But once the snowball starts rolling down the hill, you should absolutely be getting 12 deals a month from social media. And I break down exactly how to do it in my free master class. All you need to do to register to attend the next one is is go to clientsfromsocial.com and attend and then take action on what you learn. Simple as that. I'll see you there. Okay, let's get into it right now. So your next 100 deals, as I was teasing, are sitting right in front of your face. Okay, there's a big problem that I see with agents, and I I know because I did this, it's so much sexier, and even in some ways, it's more fun, I guess, more uh engaging to spend so much of your time and effort and energy trying to get new business, right? I'm all about that. Okay, please hear me here. You absolutely need to spend time and energy getting new business, getting new leads, getting new people to see you. Absolutely. You must. But what most agents do is they only do that, and that's the problem. Okay you're looking for for all these, you're spending all this time and money to get new deals when your next hundred closings are sitting in your CRM right now. I'm gonna share with you here in a minute a certain text message that you can send to get those to get people the those old dead leads, as you call them, like the bad leads, they're not bad leads. They're the they're just not yet leads. And I'll show you how to dust them off and get them back in the game, back into conversation, and you'd be surprised how many deals you can get out of your current CRM, your current database today, if you know how to cultivate it the right way. And so I will share that with you. But I I really look, I used to think that certain leads were bad, or that they were dead, or you know, these people haven't responded in six months, you know, like screw them, right? Our expectations, okay. Let me phrase this directly. The expectations that you set when you start an ad campaign, or when you start a marketing campaign, or you're gonna do Google Pay-Per-Click or whatever, your expectations going into that are usually so messed up. And that is the reason why you are failing in this industry and and failing at lead gen. It's because you think that if someone doesn't respond right away, or they're not ready to talk to you right away, or even within a couple months, you think that it's just a bad lead. Oh, they didn't respond, they didn't open my email, they're not responding to my text. Must be a bad lead. Let me remind you of something. Every single time somebody clicks on your ad, they meant to. Every single time somebody opts in on your lead form or on your landing page, they're raising their hand. They are showing through their actions that they have some interest at some level, at some time in what you're offering, whether that's buying, selling, refinancing, buying a rental property, whatever, right? They want to participate in the real estate game. They're showing through their actions that they're interested. Otherwise, they wouldn't have clicked on your ad for the list of open houses this weekend. They wouldn't have clicked on your offering for, you know, the 10 steps to selling your first house. If they weren't interested in that, why would they why would they do that? Are you in the business of going around clicking on shit that you don't care about? I'm not. I mean, I sometimes I don't click on the stuff I do care about just because I don't want to get into someone's ad funnel because sometimes they're relentless. But it I respect it. Okay, I respect it. I bought a lot of stuff from ads when I get into somebody's funnel and it just keeps dripping on you over time. Uh, maybe a lesson there. Maybe a relevant lesson there. Okay. When you go into running ads and you're like, okay, I'm looking for deals right now, I get it. Of course we want deals right now versus two months, two years from now. Of course. But the vast majority of people, like the vast majority, like 99% of the people, are not ready to go right the second. Even if it's a Google Pay-Perclick, even if it's a Zillow lead, sometimes they just need a minute. And so if your expectation is if they don't respond quickly, it's a bad lead. And then usually when it when you've determined in your head that it's a bad lead, you just like they it just falls through the cracks. Like a lot of times they just don't even put them on a long-term drip campaign. You just like write it off and it just sits there in your CRM like it's some bad lead. Unbelievably stupid. All of your closings are right there. So here's the deal. There's no such thing as a dead lead. There's just a not yet lead. Now, if they give you fake contact info, that's that's a bad lead. Whatever. Okay. Now, if you have them retargeted with a pixel, uh, then you don't even need valid contact info, and you can retarget them all over the internet, anyways. But that's kind of another story. I'm talking about people that raise their hand, they click on an ad, they give you their contact info, they uh they opt into the thing. They're sh they're telling you that they're interested at some point, but maybe that's not for five years. Maybe they're just maybe they just moved to the area and they're just trying to get the lay of the land and they want your neighborhood guide so they can see if that's somewhere they want to buy a house in four years. And you're gonna tell me that that's a bad lead? Like you, if if I came to you with a referral and I said, Hey, they're not gonna buy for four years, do you want it? Are you telling me you'd say no? If so, you're an idiot. Like wildly impatient. It's the same thing. Like most of these leads are good leads. As long as the contact info is valid, they're good leads. They just aren't ready to talk to you yet. They just aren't ready to have a conversation yet. They're just exploring, they're just getting their feet wet, they're just kind of poking their head in to see, oh, what's going on over here? That shows intent. So if you set your expectations to you're just gonna put people on like a 10-year drip campaign, like literally 10 years. So, like every 60 to 90 days over time, they get something of value. They get some sort of follow-up or check-in or whatever. I've closed a lead that was three just over three years old, and they'd never responded to anything prior to that. All of a sudden they popped up and I'm like, Who is this? They were like, We're ready to go, we're ready to sell. And I'm like, I had to look in my CRM, like, who the hell is this person? And I looked and they all of this stuff was unopened for three years. They became a Facebook lead three plus years prior. That that was one of the greatest moments of my marketing life because it it showed me the value in just long-term nurture. And when I say long-term, I don't mean 30 days. I don't mean 90 days. I mean like three, five, 10 years. Most people won't take 10 years. But if it takes a year and a half or three years, or four years, are you telling me that that's not a valid lead? Like you don't want that? Of course you do. So adjust your expectations. And the more you do lead gen and the more you get, you will get some people that are ready to go right now, or sooner than later. But the vast majority are not yet leads. So instead of if you can just reframe the way you look at these leads, instead of it's a bad lead, it's a dead lead, it's whatever, instead just look at it as it's just a not yet lead. It's a not yet lead. It changes everything because then you can put them on a drip campaign and you're not really expecting anything for a long period of time. And you you continue sending them your content, you send them valuable updates, you put them on a drip campaign. If they're a homeowner, you put them on your home bot, so they're constantly getting home value updates. Home bot's freaking fantastic. I think it's one of the sleeper lead gen tools out there, and it's wildly inexpensive. There's there's so many ways that you can just keep somebody on a long-term nurture campaign because you never know when their timing is right. And most people, if their timing's not right, they just won't answer. They just won't reply. They just won't respond to you. Most people aren't going to be like, oh, you're calling again? You know what? I'm still not ready. I won't be ready for what however long, two years. They'll just they just won't answer. And they'll just respond when they're ready to respond because they just don't want to be bugged. I don't want to be bugged. Do you? So if you understand that and you adjust your expectations so that the bad leads become not yet leads, those are all good leads. They're just not yet. So tactically, put these people on a long-term nurture campaign, a long-term follow-up, a long-term drip campaign. Your CRM can do it. If you don't have any that are 10 years long, create one. Absolutely do it. And also, you'll see why here in just a second, make sure that they're tagged properly. If it came in, if it's like a buyer lead, make sure it's tagged as a buyer lead. If it's a property owner, slash seller lead, make sure it's tagged as such. If it's an investor, make sure it's tagged as such. Because here's what you're going to do. As you're piling up all these leads, these not yet leads that for some reason are just collecting dust right now and cobwebs and you've overlooked them. As they're piling up in your CRM, here's what you're going to do. You're going to go in there, you're going to pull up all the buyer leads, and you're going to send a massed text, a massed text through your CRM. Not a masked text, but a mass text through your CRM that says simply this. Okay, are you ready for it? This is a long one. You're going to have to take notes. This is a really long one. Okay. Did you ever end up buying a house? That's it. Just a very simple text. Even if the lead is four years old, six years old, a year and a half old, whatever. They've never responded to anything. Who cares? Send all those buyer leads a text through your CRM. If you don't have a CRM that sends texts, get it. It's 2026. It's time to get a CRM that sends texts. And send the text, hey, did you ever end up buying a house? You'd be so surprised at how many responses you will get. You will get bombarded. If you're sending it to 100 people, you're going to get a dozen, two dozen responses, possibly. Some people are going to say, Yes, I did. I did buy a house. And here's what you're going to do you're going to update their contact in your CRM and change nothing else. You're going to keep them on their nurture campaign. Because I was doing some research for the YouTube video that comes next week. Only 28% of 28% of people reuse the same agent on their next transaction. Only 28% of consumers use the same agent on their next deal, which means the vast majority will not use their agent. So if you just write them off as like, oh, they already bought a house with another agent, they already sold their house with another agent. Okay. Three, four, five, seven years from now, or sooner if they're going to refer somebody, the stats show they're probably not going to use the same agent. Why can't they use you? If you delete them from your database because they bought with somebody else, it's certainly not going to be you. If you keep them on the nurture campaign long term and you send them good stuff and and use they're seeing your content, they're engaging with it. Even if they don't open stuff very often, it doesn't matter. Your name popping up in their inbox for you. Like here's the thing. If they're just if two years go by and they haven't opened anything, but they never unsubscribe, that means every time you send something, they're seeing it. They may not open it, but they're seeing it. So it's a reminder every single time that you exist and your name, your brand, whatever. If they're this is the thing, it's like, well, they never opened my stuff. Okay, well, did they ever unsubscribe? No. Okay, sweet. That is they're still in the game. They're still in the game, aren't they? So we just have to adjust our expectations here. They're not bad leads. They're not yet leads. Simple as that. So send that text to all your buyers. Did you ever end up buying a house? And with your sellers, right? Find all the sellers that are tagged seller and send, hey, did you ever end up selling your house? Some people will say yes, some people will say no, some people will not respond at all. The people that say no, I think you'd be surprised how many will say, you know what? We we've just been waiting because interest rates are kind of high, but we've been wondering if it's a good time. And all of a sudden there's a new conversation that just got started because you sent a text to somebody you thought was an old dead lead with cobwebs on it. Those that text, the buyer and the seller version, is gold. You should send it every three to six months. Send it to everyone you've ever had a conversation with about buying, everyone you've ever had a conversation with with selling. You'd be surprised. I've talked to agents that have had seven to ten listing appointments after sending one text. Please send that text. And then shoot me a message and let me know how it goes. Go to Instagram at MassiveAgent, shoot me a DM and say, hey, I sent that text that you recommended. Here's what happened. I got five responses. I got 32 responses. I have four new appointments. I have whatever. I want to know. Because I guarantee you you're going to be pleasantly surprised. Remember to put your leads on drip campaigns forever. Either they unsubscribe or they die, but you just keep them on the campaign. Don't ever take someone off unless they request it, unless they unsubscribe. Why would you? They already told you however long ago that they're interested in buying, they're interested in that list of homes, they're interested in that neighborhood, they want to live here, they want to live there. You just have to wait for their timing. That's it. And most agents will never do that because you're playing the short game and you're impatient and you write people off way too fast. Foolish. That there are so many closings that you have lost out on because you've just been impatient and played the short game. Me too. It's painful to think of all the times where I did not have this perspective. I did not understand what I'm telling you today. And uh those people that I just kind of wrote off, I'm sure they ended up transacting with someone else, but it wasn't me. So it should be you. You just have to be consistent, persistent, and nurture people over time. Drip campaigns, home bought, all the different things. Uh, content, retargeting them with content through your pixel if you're if you're doing ads on Facebook or Instagram or Google or YouTube, all of it. Not yet leads. There's no such thing as a dead lead, just a not yet lead. Hope that was helpful, guys. Make sure that you go over to the Massive Agent channel on YouTube and watch the videos that I put that I put out there. A new one coming every Tuesday. And then I will be back next week with another episode of this podcast just for you. By the way, we put these episodes on YouTube as well every Thursday. Uh, we used to do the podcast on Wednesdays on YouTube, but now that we're doing the made-for-Youtube video on Tuesdays, it's just, it's we gotta give a little gap. So the pod comes out Thursday on YouTube and here on whichever audio platform you're listening to. I appreciate you so much. Please share this episode with someone who needs to hear it. Share it with your team leader, share it with some friends of yours, share it with your brokerage within a Slack channel or a Facebook group or whatever. And I'll be back next week. Thank you all so much. Take care.