Agents, especially newer ones, often struggle with a lack of patience. On average, a typical PPC lead can take over 600 days to reach 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 become 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, during 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 to be in this business for years, 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.