Lindsey Graves has run enough agents and reviewed enough platform contracts to know what she’s looking for. As Director of Sales at Beachfront Properties in Delray Beach, she manages a team of 60 to 70 agents working the South Florida coastal market—a mix of primary buyers, seasonal second-home clients, and high-end luxury transactions where a single closing can clear $7 million.
When she joined Beachfront, the team was on a different lead generation platform. It wasn’t cutting it. Lindsey had used CINC at a previous brokerage and knew what it could do, so the decision to come back wasn’t a long debate. It was a straightforward one.
“If I want my agents to be successful and close leads and add value to their business, I knew that was the platform we had to go back to.”
Two years in, the numbers back that up. Beachfront Properties has closed roughly $25 million in sales through CINC, including two $7 million transactions in a single year and a $6.75 million deal that came directly out of the lead pond. The team closed 18 units last year. Nine more had already closed this year by April.
We sat down with Lindsey to talk about how she manages a large team on CINC, how she thinks about online lead generation in a slower market, and what she’d tell anyone still on the fence.
The platform we were on just wasn’t producing the way we needed it to. I had used CINC before at a previous brokerage, so I already knew what the product could do. I didn’t need to shop around. I knew that if I wanted my agents closing leads and adding value to their business, that was where we needed to be. It wasn’t a hard call.
We have a full-time lead manager in our office, nine to five, five days a week. She’s constantly in the system, looking for opportunities, reassigning leads, keeping things moving. That’s a dedicated role because it requires dedicated attention.
On top of that, we set requirements for agents. We’re investing money, they’re investing time and energy, and we want it to be worth it for both sides. So we make sure no opportunities get overlooked. That accountability structure is what makes the platform actually work at our size.
Behavioral messaging alongside AI, and the auto tracks. The way the system nurtures clients over time takes a real burden off the agents. It does the work in the background so that when a client is ready to talk to somebody, the agent is ready too. The system keeps leads warm without requiring the agent to manually touch every single person every week.
For a team our size, that’s not optional. That’s how you keep things from falling through the cracks.
For me it comes down to market data. We track how long internet leads are actually taking to close in our market, and that tells agents exactly where to focus their time. Last year the average was around 18 months, and we were closing closer to 12 or 13. This year we're seeing closings at five months. So right now my agents are prospecting leads that registered six to eight months ago, because those are the ones showing they're agent-ready. We follow the trend, we track the numbers, and nothing about that process is a guess.
One of our highest-price closings came from a lead that had been sitting in the pond, being nurtured by CINC’s AI and behavioral messaging, getting property alerts. The agent recognized the activity, started calling, and they ended up closing a $6.75 million transaction from somebody who wasn’t originally their lead at all.
What stood out to me was the consistency of follow-up, both from CINC and from the agent. That’s really what the story is. The platform did its job keeping that lead engaged, and the agent did their job when the moment came. That deal doesn’t happen if either one stops showing up.
Because when I look at where our production comes from, CINC adds 20 to 25 percent on top of what we’d already be doing. Internet leads aren’t our biggest source of closings overall, but if I’m consistently adding that much to my team’s production year over year, why would I stop?
The math is pretty simple. If we’re buying leads consistently, agents are following up consistently, and we’re building the pipeline consistently, I’m going to have 18 to 20 percent more sales every single year. That compounds. You don’t walk away from that because the market got choppy.
Honestly? Money motivates everyone. So I show them the numbers. I’m transparent about what’s actually happening. I’m not telling agents that internet leads are our biggest source of closings, because they’re not. What I’m telling them is: if you want to add to your business on top of what you already have, this is where you’re going to find it.
And then I take the management off their plate. We handle the organization, the maintenance, the platform. Their job is to meet the requirements and work the leads. If they want live leads, they call the pond. That’s the deal. Keep it simple and make it easy for them to say yes.
CINC’s support is genuinely one of the biggest reasons I came back. We have a dedicated account manager. Most software companies don’t do that. They don’t give you one person you can just pick up the phone and call.
And then on top of that, the support staff is actually responsive. You talk to a real person. You explain your problem, and they work to fix it. In a world where most companies have replaced their support with AI menus and decision trees, that matters more than people realize. It’s one of the things that sets CINC apart, and it’s something I noticed immediately when we came back.
Lindsey Graves is the Director of Sales at Beachfront Properties in Delray Beach, Florida. You can visit their CINC site here.