Contacts Don’t Close Deals—Conversations Do

Jack Markham, EVP of Strategic Growth, explains why real estate success isn’t just about generating leads—it’s about having more conversations. He emphasizes the importance of knowing your “magic number”—the number of leads and conversations needed to hit key business goals. He also highlights the critical need for a structured follow-up process, as most leads go uncontacted or receive minimal outreach. By implementing a scalable follow-up strategy, brokerages can see 4x higher engagement, increased transactions, and greater market share.