When most agents think about increasing their online lead conversions, they picture tech: CRMs, ISAs, AI automations, and endless drip campaigns.

But the uncomfortable truth is, none of it has actually moved the industry’s conversion rate. Despite all the shiny new tools, agents are still struggling to turn leads into clients.

The real problem isn’t the lead source, or the CRM or the tech you’re not using. It’s your mindset and activity. Too many agents label leads as “bad” because the timeline is longer than they’d like. Too many make one or two attempts, then drop the lead into automation and wait. And too many assume the next CRM or campaign will be the breakthrough.

Buyers don’t want better drip emails; they just want more contacts.

How can you increase lead conversion without spending more money?

In this episode of Level Up, we unpack the counterintuitive secret to online buyer lead conversion. It’s not about better tech, and it’s not about finding the perfect lead source.

Things You’ll Learn In This Episode

• “Bad leads” aren’t bad, just mistimed Most leads labeled as bad are really just further out in their timeline. What happens when you stop dismissing long-term leads and start treating them as future clients?
• Attempts beat apps every time Conversion skyrockets when you commit to 10+ real contact attempts instead of relying on automation. How much money are you leaving on the table by stopping at two calls?
• Speed to lead closes deals 73% of buyers hire the first agent they speak with. How do you build a system so you’re always the one answering first?
• Real ROI comes from activity, not tech Tech tweaks give you fractions of improvement. Human persistence gives you multiples. Why are agents chasing 0.2% bumps instead of 5x results?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When most agents think about negotiations, they picture being pushy, holding firm, and “winning” the deal.

But the problem is, being so focused on winning can actually create the ultimate loss for the client and you.

The majority of deals aren’t lost because of price. They’re lost because of poor communication between agents, between clients, and in how we present offers in the first place.

Negotiation isn’t about arm-wrestling the other side into submission. It’s about finding common ground, keeping emotions in check, and making sure every party feels heard.

Sometimes the best deal isn’t the highest offer or the lowest price, it’s the one that saves your client from bigger losses down the road.

What subtle language shifts prevent client resistance? Can delaying a decision lead to better outcomes?

In this episode of Level Up, we pull back the curtain on what kills negotiations, and the counterintuitive strategies that save deals most agents fumble.

Things You’ll Learn In This Episode

• The “best deal” isn’t always the highest price Sometimes protecting your client means selling lower or buying faster to avoid bigger losses. How do you spot when the smartest play isn’t the most obvious one?
• The psychology of being heard Clients don’t need to win every point; they just need to feel listened to. How can a simple shift in how you acknowledge their emotions keep negotiations from collapsing?
• The pause button strategy Walking away for a night can be more powerful than pushing for a yes in the moment. Why does “sleeping on it” so often turn dead deals into signed contracts?
• Don’t get tunnel vision on price Terms, timelines, and conditions often carry more weight than numbers. How do top negotiators use these levers to close deals that most agents lose?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes, and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When most people seek instant success in real estate, they look for a new tool, system, or magic script.

That’s not the answer.

There are only 3 things that drive your speed, your trajectory, and ultimately, your results, and every agent has access to them.

Most agents aren’t failing because they’re lazy or unmotivated. They’re failing because they’re putting their energy in the wrong places or doing the right things inconsistently.

They confuse motion with progress, stay busy instead of productive, and spend their days reacting instead of building something predictable.

In this episode, we break down the 3 non-negotiables for building a profitable real estate business fast.

We share what really moves the needle in this market, how the industry has failed agents when it comes to training, and what to focus on instead of flashy tools or the next trendy tactic.

Things You’ll Learn In This Episode

• Conversations are your product If you’re not selling homes, what are you selling, and how does that mental shift help you generate appointments today?
• The hidden power of repetitive boredom Why do agents who follow the same routine every day outperform the talented ones who don’t?
• Stop doing more, start doing what matters What if cutting your daily to-do list in half actually helped you grow faster?
• Skill is the shortcut you’ve been avoiding How do small tweaks in your presentation, objection handling, and negotiation instantly multiply your results without adding more hours to your day?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease.

In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!