Do you call it quits after 4 months?

Why 90% of agents drop off when the real opportunity starts

Author

Elite Agent Editor
August 16, 2025

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with real estate consultant Adam Joske — who categorised a 4,000-contact database with surgical precision, and discovered the exact moment when 90% of agents give up the chase. Watch on YouTube, or listen on Spotify or Apple Podcasts.

Adam started like most agents — chasing immediate listings, burning through leads, wondering where the next sale would come from. But when he kept going head-to-head with a brilliant presenter in the area, something clicked. Adam noticed a pattern: whenever prospects said they'd sell in 12 months, his competitor would chase hard for three or four months, then simply disappear.

Adam built something different. Instead of hoping past clients would remember him, he created a tagging system so sophisticated that when he listed a two-storey townhouse, he could send targeted emails to only the 200 people (out of 4,000) who actually lived in similar properties. "Rather than blanket marketing 3,000 people, we're sending relevant content to 200 who genuinely care," he explains.

The results speak for themselves: 70% of Adam's business came from outside his farm area — but because of his farm area relationships.

You can check out the full conversation here 😀 

Why hit play (43< min)

  • Adam's house-by-house tagging system that turned his database into a precision targeting machine — now achievable in weeks using AI tools.

  • Why that 6-month to 2-year window is where fortunes are made, and Adam's 24-touchpoint system for owning it.

  • How Adam got local businesses to pay for his newsletters by offering access to his highly targeted database (turning marketing costs into profit centres)

Plus much more.

"If you haven't got a follow-up system and you know they're not selling, it's kind of a waste of time. You're just hoping they'll remember you, and most of the time they don't.”

Ready to turn your database into your biggest competitive advantage?

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