In today’s competitive real estate market, success isn’t about luck. It comes down to systems, consistency, and creativity. That’s why we gathered four top-performing team leaders from markets across the country to share exactly how they generate, nurture, and convert leads in any environment.
Representing Charleston, Minneapolis, Sacramento, and North Alabama, Chris Maddox, Erica Quamme, Jayson Flory, and Josh Rumble brought a refreshingly candid look at what’s working for them right now across operations, follow‑up, organic lead generation, and team development.
Their insights go far beyond platform tips. They break down the daily disciplines, community-focused strategies, and repeatable frameworks that consistently turn online inquiries and offline interactions into closed deals. Below, we’ve organized their best advice around the key questions posed during the roundtable so you can apply their strategies directly to your own business.
Do you require any standard operating procedures for your agents?
All leaders agree that structure, accountability, and transparency are essential. While the specifics vary, every top‑performing team uses clearly defined expectations around calls, follow-up, onboarding, and lead handling.
- Jayson Flory says: He requires agents to make 250 calls per week, and if an activity isn’t logged in the system, “it doesn’t exist.”
- Josh Rumble adds: New agents enter a 60‑day jumpstart outlining weekly responsibilities. His team uses a shared‑pond model, so SOPs must be extremely precise.
- Chris Maddox shares: His team runs a 90‑day bootcamp requiring 500 weekly calls and two contracts, unless effort is exceptional.
- Erica Quamme adds: SOPs must also support offline lead generation like events, farming, and community engagement.
What is one thing someone could do to get more organic business?
Organic business thrives when agents become hyper-visible in their community—through events, neighborhood farming, and systems that route every offline action back into their CRM.
- Erica Quamme says: Digital farm 150-home neighborhoods using postcards and text responders; pair it with community events like free dumpster days.
- Josh Rumble adds: Use text‑response numbers on yard signs; his team gets six buyer opportunities per listing.
- Chris Maddox adds: Events and creative neighborhood outreach strengthen brand visibility.
- Jayson Flory adds: Mixing channels like offline events and tech tools creates stronger long-term pipelines.
What do you do outside of online lead generation to generate business?
Every leader supplements online leads with offline touchpoints: events, signs, farming, and personalized communication.
- Erica Quamme says: Events are her backbone. She hosts bingo nights, dumpster days, and neighborhood expertise.
- Josh Rumble adds: Smart signage rotates across listings and drives constant inbound inquiries.
- Chris Maddox notes: Texting from a personal or business line performs far better than automated messages.
- Jayson Flory adds: Personalized video messages differentiate agents in a noisy market.
What are some lessons learned or things you’d tell yourself when you’re stuck?
Old leads convert, effort compounds, and variety in outreach prevents burnout and boosts contact rates.
- Jayson Flory says: “Labels don’t matter as much as activity.” He recently closed a lead that was 1,300 days old and marked “bad number.”
- Josh Rumble adds: Agents often chase “shiny new leads,” but most online leads need 6–18 months before they’re ready.
- Chris Maddox says: Don’t fear objections. No one has ever been “punched through the phone.”
- Erica Quamme adds: Timing matters: winter Monday mornings for her deliver the highest contact rates in her market.
What advice do you have for handling trash leads, objections, or difficult conversations?
Objection handling is about curiosity, not confrontation. Scripts open the door, but frameworks keep the conversation going.
- Josh Rumble says: Use a consistent opener, then follow a simple framework—Script → Discovery → Price → Lending → Pitch.
- Chris Maddox says: When a lead says “I have an agent” or “just browsing,” keep them talking by offering value, not pressure.
- Erica Quamme adds: The most powerful question: “What got you browsing today?”
- Jayson Flory adds: Focus less on the perfect label and more on consistent outreach.
What recruiting or retention practices keep your agents engaged?
Agent satisfaction improves when expectations are clear, tools are simple, and leaders model strong habits.
- Chris Maddox says: Offer strong splits and real support to reduce turnover.
- Jayson Flory adds: Leaders should be transparent and willing to relinquish control to empower teams.
- Josh Rumble adds: Daily training and weekly conversion calls build a highly competent team.
How are you using AI or automation, and what have you learned?
AI is useful, but it's not a replacement for human connection. The strongest teams use AI to handle volume but rely on agent follow‑up for conversions.
- Chris Maddox says: AI doesn’t fit his team’s hyper‑fast 30‑second response model.
- Jayson Flory adds: He uses AI for re-engagement and specialized campaigns, like a 30‑day expired‑listing follow‑up sequence.
- Josh Rumble adds: AI is ideal for single-agent operations without manpower, not for replacing skilled human teams.
- Erica Quamme adds: Every AI tool should feed leads back into the CRM for maximum organization.
What’s the best model for lead follow up?
Consistency, layering outreach, and structuring daily workflow around the pipeline are critical.
- Jayson Flory says: Call strategically—mornings + evenings—and vary days to avoid predictability.
- Josh Rumble adds: His team follows a “centrifugal prospecting” approach: work the closest‑to‑closing leads first, then move outward.
- Chris Maddox says: Everything leads to the phone. Text and email only set up conversations.
- Erica Quamme adds: Creativity (gifts, mailers, events) makes follow-up more memorable.
What is one thing you want people to do today if they want to improve?
Open your CRM daily, take action, and apply what you learn immediately.
- Chris Maddox says: Treat real estate like a 9–5 job. If you’re not showing, you should be working your database.
- Josh Rumble adds: “Action → Experience → Competence → Confidence”—you must do the reps.
- Erica Quamme says: Funnel everything into your CRM.
- Jayson Flory adds: Don’t just learn. Apply instantly.