In this episode of Time Tested Mastery: Life Lessons Sell, Mark Dolan dives deep into lead follow-up mastery—an essential skill for driving sales success. Many agents mistakenly believe they have a lead generation problem when, in reality, the challenge lies in their follow-up strategy. Mark breaks down what truly defines a qualified lead and emphasizes the importance of distinguishing between interest and commitment.

Discover how to apply a proven system of meaningful contacts within the first 1-3 days of acquiring a lead, ensuring your prospects stay warm and engaged. Mark also highlights how technology can streamline lead management while stressing that personal communication remains irreplaceable. Whether you're in real estate sales or any industry requiring consistent customer engagement, these strategies will help you maximize conversions and build long-term relationships.

• Most agents think they have a lead problem, but it's a follow-up problem.

• Leads get colder over time—urgency is everything.

• Not everyone who fills out a form is a lead—qualify based on motivation and readiness.

• Aim for five meaningful contacts within the first 1-3 days.

• Consistency may not be exciting, but it prints checks.

• Technology supports follow-up, but you are the product—your communication is key.