Keeping It Real
6 min read

How to Build a Sustainable Real Estate Business

Instead of thinking about how hot or how good this lead is, do some investigating and figure out where they are in the pipeline.

10 Apr 2015

Our fifth episode in 2015 of Keeping it Real is "How to Build a Sustainable Real Estate Business" with special guest Greg Harrelson.

Greg Harrelson, broker of C21 The Harrelson Group in Myrtle Beach, shares how he coaches new real estate agents to have a sustainable real estate business. A newer agent on his team named Kevin Mills has already taken over 35 listings, put 7 in escrow and closed 3 in just 150 days.

If you’re a new or seasoned agent – and need to know what to do right now to get listings, make sales, and earn more commissions - this Keeping it Real Mastermind is for you!

Below is a full on-demand replay of the live Google Hangout On Air event



Here's what we covered with timestamps so you can jump to the section that most interests you:

(2:30) Personality of top producers.
(8:00) Best way to generate leads.
(14:22) Why it's important to have consistent lead generation activities.
(19:55) What's a database, how do you build one, and what do you send to it?
(25:20) How Greg segments his database.
(31:20) When to start delegating work to admins.
(36:00) Importance of great follow up.
(44:40) How to effectively communicate with leads.
(49:55) Greg's favorite real estate book. ?
(51:48) Greg's recommended seminars and masterminds. ?
(53:08) How to get ideas for content
(54:21) Where to find FSBO and expired information to prospect.
(55:05) How he uses video in his business.
(58:50) How Greg uses Vyral to send out newsletters.
(1:00:07) The best way to reach out to someone who has responded to a home valuation ad.

Here is the site Real Estate Sales Solutions Greg mentioned that can help you create better content.

We'd like to thank Greg Harrelson for joining us again on this episode, and sharing his tips and secrets with us.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, real estate broker of American Dream Realty in Hawaii and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.?

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

You can watch all past episodes of Keeping it Real and opt- In to get get invited to upcoming episodes here: - you can also see additional free online real estate training and coaching videos on our webinars page.

Published on Apr 10, 2015 under


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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.

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