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Stay Paid Podcast

Dec 26, 2022

Michael Snow is a managing broker with Pearson Smith Realty in northern Virginia. He’s a masterful prospector and spends most of his time coaching approximately 1,000 agents on how to attract and find new leads. We asked him to share with us what he’s telling them as they head into 2023. Listen to Michael’s interview to find out the three-part plan for success that he has all his agents implement, understand why he is an enthusiastic fan of hosting open houses and how you can approach agents to run theirs, and discover the necessary steps to getting the maximum ROI from online leads.

Be sure to check out our show notes at for more in-depth information and added details not included in the episode.

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0:00     Introduction

2:18     Michael’s backstory

6:24     #1: Define categories of lead generation    

7:33     #2: Write a detailed business plan

8:45     #3: Create a detailed schedule

10:46   Figuring out your daily activity

14:24   Thoughts on hosting open houses

16:08   Asking agents to host their open house

18:49   Generate multiple touchpoints with events

21:37   The expectation when calling online leads

25:21   Anecdotes about closing rates

28:15   Action Item