The #1 Lead Gen Mistake Real Estate Agents are Making

The typical Realtor® sells 10 homes per year, per the NAR's 2025 Member Profile.

You've probably also heard this stat before: Only ~10% of home buyers and sellers use the same agent for their next purchase/sale.

If you put those two stats together, you get an even scarier one:

You're losing 9 of every 10 clients every year. 😫

The other nine are using another agent. That's nine deals lost due to

❌ Not staying in touch after the sale.

Sure, maybe you send a Christmas or holiday card. Maybe you wish them a "happy birthday" on Facebook. Maybe you even have a reminder in your CRM to check in once a year and offer them a new CMA.

None of that is memorable.

❌ Treating closing day like the end, not the beginning.

Sure, you bought them a great closing gift -- that Cutco knife set or the cutting board with your logo on it will surely help keep those clients in your fold!

Apparently not, since agents have been giving out closing gifts for decades...and 90% of people still use a different agent next time.

❌ Trying to connect with total strangers instead of staying connected with the people who already hired you.

Think about all the time you spend chasing down cold internet leads, cold-calling people who don't need an agent right now, or door-knocking to "get my name out" in the neighborhood.

Why spend so much time trying to convince strangers that you're a great agent and they should work with you? What if you spent that time focused on the people who already know how great you are?

❌ Not having a system that creates lasting relationships and client loyalty.

Sure, you want more repeat and referral business. Who doesn't!?!?

But you don't have a system to grow that, do you?

Instead, most agents build their systems around new leads and new people -- "10 days of pain" and other drip campaigns that automatically do outreach via calls, texts, and emails.

The Benefits of Client Loyalty in Real Estate

Research has proven that

✅ it's 5x to 25x cheaper to keep a client than to find a new one
✅ increasing client retention by just 5% can boost profits by 25% to 95%
✅ companies with high client loyalty grow 2.5x faster than their competitors
✅ a client who was referred to you is 31% to 57% more likely to refer others to you

Those are just some of the more compelling stats that prove the value of focusing on your existing and past clients.

That's why I believe the #1 mistake real estate agents make when it comes to lead gen is this:

You spend too much time and money on total strangers (i.e., new leads), and too little on the people who know you and already worked with you.

Good News: This is a Solvable Problem!

First, it requires a mindset shift:

You no longer have past clients. You have "forever clients."

Take my word...and my wife's word: You'll transform your business the minute you start treating your clients and sphere like the most important part of your business. (Because they are!)

The second step is to install a system that turns your "forever clients" into raving fans who WOULDN'T THINK OF USING ANOTHER AGENT, and will tell everyone they know about you.

That's what we did in 2018, and my wife has earned more than $1M in GCI over the past seven years by creating a client loyalty system. (That doesn't even include 12 deals this year from her loyalty program.)

Step three? You watch your business take off. 🚀

Your business will grow dramatically when you start treating past clients like Forever Clients.

Is Client Loyalty Right for You?

I get it -- this isn't for everyone. If you really enjoy cold calling and chasing internet leads over staying in touch with the buyers and sellers in your database, keep at it! I hope it's a big success for you.

But if you run a client-focused business and want more repeat and referral sales, I invite you to take a look at Forever Clients: A Million-Dollar Client Loyalty System. This is the class where, in less than an hour, you'll get our proven, done-for-you system that's already generating results for other agents just like you.

You don't have to chase cold leads and wait for total strangers to call you back.

You can build lasting relationships with people who already know you and loved working with you -- and create a loyalty system that will bring them back next time they buy or sell.