Inbound Clients OS with Steve Olson

Steve Olson
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The tactical playbook for scaling an inbound based business through content, operations, and advertising coupled with a wildly profitable sales machine.

  1. 1d ago

    how to make $160k a month without closing everyone

    How to work with me to scale your real estate business: https://www.steveolsongroup.com/agents/consulting Every real estate agent has heard it: focus on your strengths, delegate your weaknesses. Good advice in general. Terrible advice in sales. In this episode, we break down what your actual job is as a salesperson in real estate. It is not to turn a no into a yes. It is to identify the yeses in your pipeline and convince them you are their only option. That is it. That is the whole job. We cover the four buckets every prospect falls into, why nobody is born great on the phone, and the exact math behind how one converted lead a day can turn into $160,000 a month in revenue. We also talk about who your real competition actually is (hint: it is not the top agent in your market), and a story about buying a Porsche that explains exactly why speed to lead matters. If you are an agent who avoids the phone, delegates follow up, or thinks a slow lead is a dead lead, this one is for you. Want more frameworks like this? Check out Inbound Plus, where we break down the systems top agents use to generate and convert leads without burning out.

  2. 3d ago

    How I answer "what makes you different" (without winging it)

    Most agents freeze when a buyer or seller asks "what makes you different?" Here's the truth: if you can answer where do listings actually come from, that question answers itself. In this video, I break down the 4 places listings come from — and why relying on just one of them (the MLS) is costing you deals: 1️⃣ The MLS — what everyone has access to (and why that's the problem) 2️⃣ Previously listed homes — the withdrawn, canceled, and expired listings from the last 12 months that never actually sold 3️⃣ Your agent network — the off-market and pocket listings other agents know about but never syndicate 4️⃣ Coming soon — inventory that's about to hit the market before your competition even sees it Here's the number that changes everything: only 81% of homes that transacted last month were even listed on the MLS. That means almost 1 in 5 deals came from somewhere else entirely — and if you don't have a strategy for the other three buckets, you're leaving those deals on the table. When you can walk a client through all 4 places listings come from, "what makes you different" stops being a scary question and starts being your best pitch.

  3. 4d ago

    How a $2,262 ad spend created 3 real estate deals

    Most agents avoid paid leads because the math feels scary, or worse, unknown. In this video, I break down the exact numbers I use to figure out if lead generation is actually worth it for your business: cost per lead, conversion rate, follow-up time, and the real ROI once expenses are factored in. We do the calculation live, step by step, no guide, no theory. Just the actual math of leads: what it costs to get in front of someone who's considering a move, what it takes to convert them, and why a lead that costs $3.25 can outperform a $4,000+ referral fee by a wide margin. You'll see: How to calculate your true net commission per deal What it really costs to generate a qualified real estate lead Why 1 out of 87 leads converting is still a massive win The ROI math behind a $2,262 ad investment turning into $25K in gross profit How much time a day it actually takes to run this (it's less than you think) If you've been putting off paid lead gen because you didn't know if the numbers would work, this is the video that shows you exactly how to run that math for your own market.

  4. Jun 24

    How to 10x your Open House results with these 5 simple strategies

    Have us install an inbound business for you: https://www.scalingagentos.com/work-with-steve?utm_source=Podcast&utm_medium=Link+Click&utm_campaign=Work+with+Steve&utm_content=The+5+Apps+you+need+to+scale+a+real+estate+business+with+JD+Lenard I'll be honest. I'm not a big open house fan. Most of that is safety. But if you're going to do one anyway, you may as well turn it into a machine that generates real business. This episode is the entire roadmap. Seven plays that take a single open house and turn it into a pipeline of conversations, because the universal law of real estate is simple: the more conversations you have, the more money you make. Here's what we cover: How to vlog the whole day and run it through the content waterfall to pull 30+ pieces of content out of one open houseThe $20-a-day Meta invite ad to run three days outThe expired listing business card drop (and the one thing you should never write on it)The model match flyer play, and why the medium tells you the source of every callHow to turn the homes that can see your open house into relationships instead of complaintsThe after touch almost nobody runs, and why an open house full of buyers' agents is a wild success, not a bustHow to position it so it actually performs, and why you can run this with anybody's listing Run this three days a week and I don't know what else you'd need to do to fill your pipeline over the next 30 days.

  5. Jun 17

    The 5 Apps you need to scale a real estate business with JD Lenard

    Have us install an inbound business for you: https://www.scalingagentos.com/work-with-steve?utm_source=Podcast&utm_medium=Link+Click&utm_campaign=Work+with+Steve&utm_content=The+5+Apps+you+need+to+scale+a+real+estate+business+with+JD+Lenard Most agents think they're one tool away from blowing up their business. They're not. They're one conversation away. In this episode, Steve sits down with JD Lenard of the Lenard team on Long Island to break down the tech trap that's quietly draining agent bank accounts. We get into why agents are wired to throw money at leads and apps the second they feel stuck, and why that spending is usually just procrastination wearing a nicer outfit. JD walks through his actual tech stack and gets brutally honest about what he'd keep if he could only keep one thing. We cover the CRM question every agent argues about (Follow Up Boss vs HubSpot), why Notion runs his entire operation, and why he'd let go of almost everything before he'd give up his meeting transcription. Then it gets tactical. The 15-minute micro promise that separates you from 80 to 90 percent of agents chasing the same lead. The calendar move that keeps you accountable and keeps deals from falling through the cracks. And the open house mindset shift that turns 75 strangers into 75 auditions, even when every one of them already has an agent. We also get into the part nobody wants to say out loud. SaaS is a dead man walking, the $1,000 website is a waste, and AI is about to separate the agents who adapt from the ones who don't. There's no cavalry coming. But it's never been simpler to just talk to people and do business. If you've been buying tools instead of building habits, this one's for you.

  6. Jun 15

    only 2 things scale a real estate business

    Work with Steve: https://www.scalingagentos.com/apply?utm_source=Podcast&utm_medium=Link+Click&utm_campaign=Work+with+Steve+Application&utm_content=only+2+things+scale+a+real+estate+business+Podcast Download the Leverage Ladder Worksheet: https://www.scalingagentos.com/resources/leverage-ladder?utm_source=Podcast&utm_medium=Link+Click&utm_campaign=Leverage+Ladder+Downloads&utm_content=only+2+things+scale+a+real+estate+business+Podcast You think you need better leads, a bigger team, or a smarter system to scale. You don't. You need two skills, and almost every agent who is scaling right now has both of them dialed in. In this episode I break down the two things that actually let you grow without the whole business cracking. First, an offer you talk about 24/7. Second, a process that delivers the same predictable result every single time. Lock in these two and hiring, leverage, and scale all get about 10 times easier. I pull from nearly two decades in real estate and over 12,000 one-on-one coaching calls. I also share a wild conversation with an OpenDoor agent who was quietly managing 65 listings, never met his clients in person, and refused to work weekends. The way he framed it will change how you think about your own market. If you are already doing consistent volume and you want to scale without burning the whole thing down, this one is for you. Build the offer. Talk about it 24/7. Then build the process that delivers the result predictably. Do that over and over and watch what happens.

  7. May 16

    The Follow-Up System That Separates Six-Figure Real Estate Agents From Everyone Else

    Most agents do not have a lead problem. They have a follow-up problem. In this episode, Steve Olson sits down with JD Lenard, who runs one of the top Zillow operations in the country, to break down the system that turns a cold inquiry into a signed contract. They get tactical fast. The three-second window on every call. The ALM script and the micro promise that keeps prospects from clicking on other agents. The exact ten-day follow-up cadence across phone, text, and email. Why you meet before you show, every time. And the mindset that actually crushes lead conversion: set the appointment or get told to go away. If you have ever talked yourself out of a follow-up before picking up the phone, this one is for you.

  8. May 6

    Stop Waiting on AI. Go Have More Conversations

    Everyone's talking about AI. Most agents are stressed about it. Here's the truth. Your competition isn't nearly as far ahead as you think. In this episode, Steve breaks down what he's actually learned from attending three to four AI webinars a week, what most agents are getting wrong about AI adoption, and why using AI to replace the things you don't want to do is a losing strategy. You'll also hear why the agents winning right now aren't the ones with the best tech stack. They're the ones having the most conversations. Create the product. Dig the moat. Talk about it constantly. Meet with people. Sign contracts. That's the game. Steve also covers the Real/ReMax acquisition and why the brokerage landscape shift probably matters a lot less than the industry chatter suggests. If you've been waiting on AI, a new camera, a better CRM, or the perfect website before you go all in, this episode is for you.

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The tactical playbook for scaling an inbound based business through content, operations, and advertising coupled with a wildly profitable sales machine.

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