So I kept trying new marketing channels. Cold calling. SMS. PPC. Direct mail. More leads came in, but the number of actual deals barely changed. Most of my time was spent chasing people who were never motivated to sell. The fix wasn’t getting more leads. It was getting better at identifying the motivated ones early and focusing my follow up there. Fewer conversations. More contracts. Then I created a system that nurtures lead, scored each lead, and made an appointment without further intervention. It has worked wonders for me! Now I’d rather have 20 motivated seller leads than 200 people who are “just thinking about selling.” That’s the difference between staying busy and actually closing deals.