Why Most Agents Fail at Nurturing Clients (And How to Beat Stronger Competitors) - with Adam Joske

Ever wondered why some agents consistently win listings while others struggle month after month? The answer isn't better presentation skills or flashy marketing – it's mastering what Adam Joske calls "the biggest hole in our business."

Adam Joske isn't your typical real estate coach. This REIV Residential Salesperson of the Year (2015) built a database of 4,000 contacts with 90% accuracy, consistently beating stronger presenters by playing the long game. After spearheading Belle Properties' Victorian expansion and breaking records for over 25 years, Adam now works intensively with just a handful of agents at a time – helping them double their income by fixing the industry's nurture problem.

What you’ll learn in this episode of Thought Leaders

• Why the 6 month - 2 year period is where 90% of agents disappear – and how to dominate this space

• From A to Advocate – Adam’s database categorisation system, and how he segments 4,000 contacts for targeted communication

• How to turn your newsletter into a revenue stream with local business partnerships

• AI-powered efficiency - Create market reports in 5 minutes using ChatGPT and CoreLogic data

• Why throwing money at sporting clubs fails – and what community involvement works instead

Chapters

Chapters

• 00:00:50 The lightbulb moment: Identifying the industry's biggest hole
• 00:04:40 How to beat stronger presenters every time using systematic nurture
• 00:09:10 Building a 4,000-contact database with 90% accuracy
• 00:14:40 Segmentation strategy: Sending relevant listings to targeted audiences
• 00:16:30 Market reports that work: Facts over fluff approach
• 00:19:00 Ron's transformation: Reconnecting with 1,000 past clients
• 00:24:20 The A to Advocate categorisation system explained
• 00:34:50 Newsletter sponsorship: Getting local businesses to fund your marketing
• 00:39:10 First steps to building your nurture system

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About Adam Joske

Multi-award winning Melbourne real estate leader with 30+ years selling experience. Now operates as freelance consultant working with select agents to implement systematic client nurturing. His approach focuses on relationship building over lead generation, helping agents create predictable income streams through database mastery.

Resources Mentioned:

• ChatGPT - AI assistant for content creation and analysis (http://openai.com/chatgpt)

• Cotality (formerly CoreLogic Australia) - Property data and analytics provider (https://www.cotality.com)

Connect with Adam Joske

• LinkedIn: https://www.linkedin.com/in/adamjoske/

• Facebook: https://www.facebook.com/adam.joske/

• Instagram: https://www.instagram.com/adam_joske/

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