Webinar

Replay: The Missing Middle

Written by Adam Joske | Nov 9, 2026, 2:19:25 AM

THE ONLY NUMBER YOU CONTROL: A WEBINAR SERIES

The missing middle is the 6 to 24 month stretch of a pipeline most agents let go cold, and the biggest untapped opportunity in most offices right now.

Key Takeaways

  • The 6–24 month pipeline is where most agents lose business, and where the biggest opportunity sits.
  • Block one day a month. Pull the warm list from the CRM. One value-adding touch per person.
  • Never make the "just checking in" call. Add something real: a referral, a market note, a relevant article.
  • Tag every appraisal hot, warm or cold on the spot. Move people between lists as things change.
  • Agents who run this convert 8 or 9 in 10 warm opportunities, up from 6 in 10, without a single new lead.
  • Reach 1,000 people twelve times a year. Not 10,000 people once.

Questions from the Session

What is the missing middle in real estate?

It's the 6 to 24 month segment of an agent's pipeline: vendors who aren't ready now but have said they will be. Most agents are good at the hot chase and the long-term nurture, and let this middle stretch go cold.

Should you call warm real estate leads, or use email and SMS?

Use a mix. Calling an 18-month prospect every month pushes them away. Two or three calls across the year is enough, filled in with email, text or mail. Frequency across channels is what builds trust, not the channel itself.

What should you say to a warm prospect so it doesn't sound like a check-in call?

Add something they didn't already have: a referral, a market update, a testimonial. Never open with "just following up." That single phrase is the fastest way to sound like every other agent calling.

How can principals make sure their team is working the middle of the pipeline, not just hot leads?

Review the warm list specifically, monthly or quarterly, not just the active pipeline. Agents who build a real follow-up system have taken their GCI from $300k to $600k, or $500k to $800k, by converting relationships they already have.

How do you start a follow-up system from scratch?

Tag every appraisal hot, warm or cold as you leave it, then block time once a month to work the list. If maintaining even that feels too hard, get a coach or someone who can build the system for you.

Should you chase expired or withdrawn real estate listings?

Hold off while the listing is still within its agency agreement, out of respect for the incumbent agent. Beyond that, there's no universal rule. Some agents build a business on it, others avoid it, and it depends on the reputation you want in the market.

How often should you contact past property vendors?

Call at 30 days to check they've settled in, again at 3 months to thank them and ask for a referral, then once or twice a year after that, enough to stay front of mind for when they sell again.

About the Presenter

Adam Joske

REAL ESTATE COACH, TRAINER AND CONSULTANT

Adam Joske has spent more than 30 years in real estate, selling over 1,000 properties and ranking in the REB Top 100 Agents five years running. He went on to lead Victoria for Belle Property and hockingstuart, overseeing 40+ offices, before heading up the Belle Property Academy across 160 offices. Today he works with agents and offices across Australia on performance, systems and pipeline.

Live Sessions, On-demand Training and More.

A WEBINAR SERIES BY iD4me

We're Bringing to You Australia's Best Real Estate Coaches

Rates, prices, clearance rates, and days on market. None of it is yours to decide. The number of conversations you have this quarter is.

This series focuses on that. We've partnered with industry voices that everyone listens to, and we're bringing their insights to you. As the market continues to test you, we'll be there with you.
View full post