Agents, especially newer ones, tend to be plagued by a lack of patience. On average, your typical PPC lead can take over 600 days before they ever get to the closing table. That means, as an agent, your follow-up game and your ability to ride those waves should be on point.

This is where nurturing and your ability to provide consistent value in a timely manner becomes really important. That's why we're going to talk a little bit about nurturing long-term leads.

When it comes to long-term nurturing, it's really, really important to actually invest and build a relationship. As I've mentioned before, this is a hospitality business, therefore, a personal business. Add your leads on social media, get to know their kids or their dog's names, find out their favorite sports team, learn their alma mater or their favorite foods, whatever their interests are. Build conversations around those things.

Then, over the course of your seasonal check-ins, you can have genuine conversations with these folks and build rapport. So deep that it's a no-brainer that they choose you when it's time to make that move. If you plan on being in this business for years, then it really doesn't matter when a person decides to make a move or sell. What matters is that you're the person they call when the time comes.