An Introvert’s Guide to Managing Your Energy in Real Estate With Ashley Harwood

Let’s face it…most real estate sales strategy training is geared toward extroverts.

“Make more cold calls.”

“Go to more networking events.”

“Knock on more doors.”

While these methods work well for some, they do not work for everyone. This is where Ashley Harwood of Move over Extroverts comes in.

However, introverts make up 25% – 40% of the population, and you’ll meet many of them in the industry.

As an introvert, managing your energy in real estate is crucial to your success. If you don’t understand how your energy works, you will often feel tired and anxious.

This article will discuss how introverts can thrive in an extrovert-dominated field. Fill out the form below for a FREE DOWNLOAD of a list of Ashley's top lead generation ideas:

What Is an Introvert?

Introverts tend to feel more comfortable focusing on their inner thoughts and ideas than they feel when focusing on what’s around them.

Contrary to popular belief, it doesn’t necessarily mean they’re quiet, shy, or reserved. There are social introverts, and there are private ones, too. The trait that unites them is they replenish their energy by being alone.

If you’re unsure whether you’re an introvert or an extrovert, you can take a quiz to determine your personality type. Remember, major life events or persistent interventions can affect your classification.

Once you’re sure you’re an introvert, use the tips below to make managing your energy in real estate easier.

Think about your phone battery.


1. Identity Draining and Restorative Activities for You

To better manage your energy, determine which activities drain you and which ones restore you.

Naturally, some activities can zap your energy more than others. For instance, prospecting might require more effort from you than staging and showing homes.

Also, some methods for decompression might be more relaxing for you than others. For example, you might find that a yoga class works better than taking a nap before joining a networking event.

Think of your energy as you would your phone battery. Some apps — like GPS-based ones — take more out of your device than others, and you need to recharge it from time to time for it to function.

Take days off


Collect the Data


2. Set a Baseline

If you charge your phone the moment it hits 19%, you should also have a baseline for yourself. Listen to your internal gas light to determine if you have enough left in you to complete a task, such as performing appraisals or inspections.

Working below your baseline will leave you snippy, impatient, and irritable. Keep in mind that nobody wants to work with that kind of agent.

Recharge if you must to get through your activity. Go for a walk if necessary. If you don’t have the time for that, try to delegate the duty to a more suitable agent.

3. Find a Lead Generation Strategy That Works for You

Lead generation is the lifeblood for real estate agents and is a crucial part of long-term success. It may seem overwhelming at first, but it won’t be once you find the right strategy for you.

Some cost-effective techniques include cold calling, LinkedIn prospecting, and community events. These all take some getting used to, but you’ll eventually figure out which one makes you feel most comfortable.

If a super-draining approach doesn’t yield results, cut it out right away. On the other hand, if you discover a tiring method that attracts the right clients, go back to the drawing board to improve your action plan and make it work for you.

An easy script for parents at sporting events


Win More Deals With Real Geeks

No matter what strategy you choose, using the right customer relationship management (CRM) software can help you take your career to new heights. It will help you learn which activities yield higher returns and understand how to use your time and energy more efficiently.

Request a free demo now to boost your sales and conversion rates. With the proper training and tools on your side, you can make it big in this industry as an introvert.

Published on Aug 31, 2022


Real Leads by Real Geeks is a highly efficient and effective marketing solution for generating, capturing and managing home buyer/seller leads.

One of the best lead generation and management systems available. A fully integrated custom IDX and marketing solution to drive traffic, capture leads, manage-cultivate them and close more transactions.

Featured Articles

You don't have to take our word for it! We encourage you to do your research and talk to our customers to see why they chose to go with our solution.

Coaching Greg Harrelson Abe Safa CRM

7 Ways To Add People To Your CRM

7 Ways to Add People to Your CRM

7 Ways To Add People To Your CRM (2)

As real estate professionals, we need to think like business people. That means figuring out which of our assets have untapped value and how we can take advantage of that value. In our case, our customer relations management (CRM) software is one of our most valuable assets.

CRM software is a database that keeps track of people that you can do business with.

At Real Geeks, we believe that constantly adding people to your real estate CRM increases its value and provides you the deals you need. So, how do you make sure that you add as many people as possible to your database? Here are our top seven recommendations for expanding your CRM.

1. Add Your Contacts to Your CRM

If you’re just starting with software like the Real Geeks CRM, then the first thing you need to do is add all your email contacts to the database.

If you already have the CRM and haven’t done this, then do it now! Export them from Gmail or your phone using an app as a CSV file.

After you’ve transferred it, sort through your phone to find business contacts who aren’t in your
email contact list so you can include them, too.

2. Check the Closed Transactions of Your Company

Over time, agents may leave your agency, which gives you the opportunity to adopt a buyer. Ask your firm for old transactions and revitalize them. These past clients have already trusted your company in the past. If they bought a house some years ago, they might already be thinking of selling it since the value has appreciated. Now’s the time to add them to your database.

3. Try Circle Prospecting

Contact the communities where a property has just sold. There are probably more buyers around who also made offers on the property, as well as more people who are looking to sell. When you make more sales in these communities, you’ll become a household name, which means more people in your database.

4. Host Open Houses

People who attend open houses may be in the different phases of buying a property (dreaming, exploratory, and buying), but these are leads nonetheless. Open houses are a great way to get their information so you can later add them to your database.

5. Post “What’s My Home’s Worth” Ads

These ads are super targeted to people who are planning to sell their property in the future. When people click on your ads, make sure that there’s a way to gather their contact information and add them to your real estate CRM.

6. Advertise a List of Foreclosures

People are always curious. While foreclosures may not be as prevalent now as they were a bit over a decade ago, listing them out is a good way to attract people who are curious for news about real estate. Just like the what's-my-home-worth crowd, foreclosure lists are great tools to generate leads through registrations.

7. Add Every Lead

CRMs cannot automatically add every lead to your database, especially if that lead reached out first through other means. For example, if you have a buyer who saw your listing and contacted the number that’s not in the database, then you’ll need to add them manually to your CRM. That’s the only way to ensure that you’re not missing anyone.

Final Thoughts

At the minimum, you could expect up to 1,000 new contacts in your CRM annually if you follow
the tips above. Over time, this will build until you start actually making a profit from it. Your database will provide a high ROI without much effort. For more information about the Real Geeks CRM and the tips we shared above, please contact us today.

Coaching Greg Harrelson SEO Marketing Real Estate Lead Generation Abe Safa

Is SEO Dead? SEO Basics

Is SEO Dead? SEO Basics

is seo dead

Generating traffic organically and getting a lead are different things, but these are not free. You actually have to do some things that cost time, and time is money. Generating leads means investing your time in building your website.

SEO is not dead, but a lot of people have given up. They don’t build out their websites and instead resort to buying these leads — not that anything is wrong with that. Fewer people are taking the time to build their website, and that’s now how you position yourself to rank.

How Google Ranks Websites


Logically, Google would rank a website if they think that it is worthy of being seen by their audiences.

If consumer experience will more likely be excellent on your website, then they would want as many people to see it.

Why? The better the consumer experience on your website, the better the consumer experience will be for Google users.

SEO and Customer Experience

If you’re a consumer, and you’re landing on your website, what kind of experience will you be having? For instance, if you have a certain market or community in mind, you will need to have a landing page made specifically for that community.

Pretend you’re a visitor looking for homes on your website. If you can’t find a particular landing page for a community, you’ll instantly opt out of the website. Sifting through the properties and looking for a specific price range will make consumers impatient.

This is why sidebars exist on a website, where you can list all those communities.

SEO and Its Challenges

The biggest challenge with SEO is that people don’t see its value. They don’t see it as an investment or that they’re going to gain rewards from it in one go.

If more people can see how many leads they can get from it, many people will actually value SEO more. If they can see its value from start to finish, then everybody would be investing in SEO.

SEO is an investment of time where you can expect a rate of return in the long run. Going back to user experience, what if a user clicks on a community page on your website, then they see a video where they can see the amenities and other benefits of living in the community? The experience will be great, so the user will most likely click on the other pages and bookmark your website.

Organic Leads Are Not Free


You Have to Build Out Your Website


Bad Buyer Experience vs Good


Main Takeaways

Google tracks every website activity you have, so they know when your prospective customers are pleased with your website. In a nutshell, these are the SEO basics that may help with your website:

  • Make sure that you’re thinking about the user upon building the website.
  • Build more pages.
  • Long-tailed terms are key. You don’t have to take classes for this. You just have to use infrequently searched terms for less competition and higher potential to rank.
  • Use the sidebars to link to internal pages on your websites.
  • Use external sites to get more traffic.
  • Blog on other sites, and backlink it to your website. Make sure the content is evergreen.
  • Post your websites and blogs on social media.


Learn More About SEO, Area Pages, and How to Maximize Your IDX Website

For a deeper dive on how to leverage your IDX website and build out landing pages that convert, watch our Keeping It Real Episode: The Power of SEO and Area Pages w/ Bob McCranie

Coaching Greg Harrelson Real Estate Lead Generation Abe Safa

How to Manage The Shift

How to Manage The Shift


Admit That It’s Real

We all know that things are changing and there’s a lot of uncertainty in the stock market and economic inflation. You must first start by admitting that it’s okay. The market is going to be different now than it was before. Get ready for what needs to be done to find opportunities in this shifting market.  

Take 30 Minutes and Hit Pause 

Before doing what needs to be done, you need to take a step back for 30 minutes and just think about your business. Write down five things you must adjust, assuming the market is shifting.

This gives you time to think. People are always rushing and are constantly stressed out, and having a break will give you time to be creative. Do this during the morning when your mind is still fresh. 

Set a New Daily Contact Goal

Talk to at least 20 people a day and just check in with them and see if they’re curious about whether the value of their home has changed or not.

See if they have questions about what is happening in the market. You could be a good resource if you open up the conversation. 

Get a Coach

If you’re in coaching right now, the big question you have to answer is, “Are you showing up for every call?”

And, if you don’t have a coach yet, who can be your coach?  

The problem in hot markets is that even though they can afford to have a coach, they do not do anything the coach says.

On the other hand, when the market is down, few people are getting into coaching because they are afraid they cannot afford it. Those that do show up and follow the coach thrive in a shifting market. 

Use Tech Tools To Increase Your Bandwidth

You’ve got one of the most powerful features in CRM out there with the workflows. It helps you connect with more people; this means more business. Connect and talk to at least 30 to 40 percent more people to do the same amount of business.

Don’t let your business go down just because the number of transactions in your market goes down.

Bandwidth means the number of people you can talk to within a certain period of time. Using technology and having an ISA will increase your bandwidth because you can communicate with more people in the same amount of time.

Rewrite Your Schedule and Eliminate Anything You Cannot Track a Positive ROI From

Look at your schedule and all the things you consistently write there and ask yourself what your ROI is. If you have a hard time answering that question, you need to think twice about whether that needs to be in your schedule.

Re-evaluate your schedule and eliminate stuff that doesn’t contribute to investments’ gains.

Get an Accountability Partner

Do so and set your goals. You can have two or three accountability partners to help you stay on track. Having an accountability partner will motivate you on days when you don’t have a hundred percent in you. The sizzling hot market can make you create bad habits and lose focus.  

Work on Your Mental Endurance

You need to have the mental endurance to stay the entire day. Talking to 20 people a day is no joke. Stick to the game and avoid all distractions that come your way.   

Work on Your Physical Endurance

This is a good time to get back in shape because you will be needing that energy and stamina. Having good physical endurance makes you think more clearly and perform better. The physical side really helps the mental side. One way to break the pattern of lack of motivation is to start increasing your physical strength. As Tony Robbins would say, physiology dictates your psychology.  

Know Your Numbers To Know Your Market

As the market is shifting, your market knowledge becomes more valuable. Start separating yourself from the rest of the market. Gather all the data to have conversations with people about what’s happening at the local or national level, stock markets, interest rates, or inflation because people are talking about this now. You need to be able to have intellectual conversations with sellers and buyers on these topics. 

Remember: your job is to be able to find the data that makes the buyer comfortable moving forward. These buyers know all the news around them, and you need to present the data that will otherwise make them feel confident about buying. Your job is to bring certainty to a world full of uncertainties; that’s what they need right now.

The shift doesn't mean the market has completely flipped...


A coach is an investment.


Tech, Tools, and Real Geeks


Calculate your value per hour.


Mental Endurance

Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

Keeping It Real Real Estate Lead Generation

How To Generate Seller Leads in Low Inventory Market w/ Lisa Chinatti & Jason Posnick.

We are excited to welcome back one of our favorite guests, Lisa Chinatti, for this episode of Keeping It Real. Lisa is a top producer based in Westford, MA, with over ten years of Real Estate experience. 

Jason Posnick, the Sales Manager for the Chinatti Realty Group, also joined and has an enormous passion for developing others, solving problems, and conveying positivity into people’s lives.

The market is hot right now. A shortage in housing inventory has been a problem faced by real estate agents for years. As times change, you also need to adapt and learn how to generate seller leads even in low inventory areas. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow.

Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.



 Online Home Value Leads

People want to know what their home is worth. For this, they usually go to a landing page or web form where they have to input information that will help them discover just how much their home is worth in the market. How do you lead traffic to this page?

Lisa shares that the best way to get online home value leads is to be diligent with retargeting and email work. Some strategies you can do to approach this lead source is to also take advantage of Google Pay-per-Click (PPC) and Google My Business.

Having a lot of photos and geotagging them will increase your visibility as Google tends to favor local experts. Google reviews will also help drive traction, as well as links to your other content or social media pages.  

Circle Prospecting/Door Knocking

While circle prospecting or door knocking are considered older, traditional techniques, they will never die. How to generate seller leads through this lead source requires some timing and knowing the five touchpoints for circle prospecting. These five touchpoints include:

  • On the day of signing the listing

  • Before the listing goes to the market

  • Once the offer is accepted

  • On the day of the inspection

  • When the deal closes

Each of these five touch points necessitates a different message from which you could build your business. Instead of feeling like they’re talking to a company, which may be off-putting, consumers can view you with trust, which will convince them to do business with you.

Buyer Leads From Buyers Who Have a Home To Sell

Using ads strategically in your follow-ups can lead you to discover that a lot of buyers have a home to sell before they can make any purchase. There’s a big chance you can get buyer leads who have homes to sell by marketing Facebook posts towards listings and open houses.

In a low inventory market, it can be effective to market every new listing as a “coming soon.”

However, there are some workarounds that won’t get you in trouble with laws concerning coming-soon marketing. Along with Google PPC, this can prove to be an effective way to generate seller leads.

Google Local Services

When using Google services to generate seller leads, reviews are crucial. Reviews don’t just get you credibility, but they also tell Google that you’re a local business or service, which is more favored by their algorithm. Many potential seller leads also rely on Google reviews to see if an agent is right for them.

That said, building reviews increase your chances of being more visible while also convincing seller leads to contact you directly — especially when they want to know the value of their home.

Agent-to-agent Referrals

Agent-to-agent referrals are all about nurturing relationships with other agents regardless of your industry. Usually, people who want to sell their house will be moving to a different state, so they contact an agent in the state they’re moving to.

This agent can then send you a referral, so you can help them give the client a smooth transition and experience. This is only possible if you build relationships with other agents by giving value and sharing knowledge.

Put Yourself Out There

Learning how to generate seller leads in a low inventory market can take some time, but the effort is well worth it when you start generating an incredible amount of leads.

Begin by putting yourself out there and taking advantage of online tools like Google PPC, Google My Business, social media marketing, and email marketing.

Powerful, simple & easy-to-use, sign up for Real Geeks today.

Get Started