Most productivity problems in real estate don’t look like problems. They look like reasonable decisions made by busy people. One lead call instead of five, one follow-up call instead of a system, and one more lead source instead of mastery.

Nothing feels broken in the moment, and that’s exactly why these issues persist.

What quietly kills momentum isn’t lack of effort, it’s inconsistency disguised as flexibility. We start lead generation “when we get to it.” We spread ourselves thin across too many pillars, or we tell ourselves we’ll circle back. Over time, the business becomes harder to grow, not because the market has changed, but because our habits have.

What mistakes are sabotaging your results?

In this episode, we break down five productivity landmines that don’t feel dangerous until they’ve already done damage. We unpack where agents lose leverage, how small behavioral shifts create outsized gains, and what actually builds predictable growth.

Things You’ll Learn In This Episode

Agents don’t fail, they leak momentum Productivity issues rarely come from big mistakes. How do small, repeated habits quietly stall growth even when effort stays high?

Calling once is worse than not calling at all One-and-done follow-up creates false conclusions about lead quality. What actually happens when frequency increases intelligently?

Time integrity matters more than time spent Starting late feels harmless, but it compounds fast. Why does honoring a fixed lead-gen window outperform longer, inconsistent sessions?

Numbers don’t judge, they reveal Tracking your numbers isn’t about pressure; it’s about clarity. How can a single ratio expose exactly where your conversion is breaking down?

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 they are 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.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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!

In real estate, this time of year exposes something we don’t talk about: feeling stuck. As the year winds down and a new one begins, even experienced agents can feel like they’re spinning their wheels or like they just don’t know what to do.

And the truth is, there’s nothing unusual about that. Every one of us hits moments where our motivation dips, our habits slip, or our thoughts get louder than our actions.

But feeling stuck doesn’t mean something is wrong. More often, it simply means we’ve gotten caught inside our own heads.

What makes a difference isn’t feeling bad when we get stuck; it’s learning how to move through this quickly, and there are a few highly effective strategies you can try.

In this episode, we unpack what actually causes that “stuck” feeling, why it shows up more frequently than most agents realize, and the practical ways to regain momentum.

Things You’ll Learn In This Episode

You’re only one action away from momentum

Feeling stuck isn’t a sign to stop; it’s a sign to move. How does simply doing one small thing reset our entire trajectory?

The observer mindset changes everything

We get stuck when we believe the story in our head. What happens when we step outside ourselves and question the narrative instead of obeying it?

Momentum creates clarity, not the other way around

Most agents wait to “feel ready” before they act, but clarity comes after movement. What new possibilities open up once we just start?

Numbers reveal your patterns before you get stuck

Declines in contacts, appointments, or consistency don’t happen overnight. How does tracking our metrics help us catch a slump before we’re in one?

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 they are 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.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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!

A lot of agents and teams feel like their business is “stable” because they’re getting a steady flow of leads from referral companies, portals, and third-party sites.

And honestly, on the surface, it does feel safe: leads come in, you call them, you close a few deals, and life moves on.

But here’s the part most people don’t say out loud: if your entire pipeline depends on someone else sending you leads, you’re not actually in control of your business.

Your income is tied to whatever those companies decide to do next. You’re giving up 30–40% of every check, and you’re trusting that the tap won’t suddenly get turned off, reassigned, or doubled in cost. That’s not stability, that’s dependency disguised as consistency.

And because it feels easier, a lot of agents lean even harder into buying leads. They think it’s the answer to a slow month or the “fix” for not having their own lead-gen system.

But buying leads doesn’t solve the problem; it just keeps you stuck in the same cycle. The only real solution is learning how to create your own leads, so no company, no policy change, and no algorithm can decide how much business you’re going to have next month.

So how do you take control of your lead flow?

In this episode, we break down how to move from being at the mercy of lead companies to building something you actually control. We get into the lead-gen channels that still work, the overlooked power of your database, and why the real goal isn’t just collecting contacts, it’s building an actual audience that pays attention to you.

Things You’ll Learn In This Episode

You can’t build a stable business on someone else’s lead flow Referral companies can shut off or reassign leads at any moment. How do you stop outsourcing lead gen and start owning every lead you create?

Your database isn’t enough; you need an audience A list gives you names; an audience gives you influence. How does your business change when people actually look forward to your market updates?

Traditional lead gen still works

Expireds, FSBOs, circle prospecting, open houses…they’re still gold mines. How differently do they perform when every contact automatically becomes part of a long-term nurture engine?

Consistency beats cost every time How does such a simple communication rhythm end up producing more listings than any paid referral program?

About Your Hosts

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 they are 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.

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.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

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!