The Missing Middle Webinar Replay

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.

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Should you chase expired or withdrawn real estate listings?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.