Tom Toole

Realtor with and Team Leader of the Tom Toole Sales Group at RE/MAX Main Line. Lucky husband, proud Dad, Entrepreneur, Sports Fan, amateur chef.

[Tom Toole @TomToole3rd]

Top agents don’t chase leads.

They create conversations.

Conversations create appointments. And whoever goes on the most appointments sells the most houses.

[Tom Toole @TomToole3rd]

Most agents quit on leads long before the leads quit on them.

One call.
One text.
One voicemail.

Then they say:

“I need better leads.”

The top 1% know something different:

Most opportunities are lost because the agent stopped following up…not because the lead wasn’t interested.

[Tom Toole @TomToole3rd]

The solution isn’t just more follow-up.

It’s better follow-up.

Instead of:

“Just checking in…”

Ask:

“Not sure if you saw that housing inventory is up 10%, how would that effect your plans?

or

“Price are up 4 - 6%, how would higher home values values impact any real estate decisions over the next 6 - 12 months”

[Tom Toole @TomToole3rd]

Harvard Business Review found that it can take 6+ attempts just to make contact with a prospect.

Read that again.

That’s not to set an appointment.
That’s not to get a signed agreement.
That’s not to sell a house.

That’s just to have a conversation.

Most agents quit before the real work even begins.

[Tom Toole @TomToole3rd]

Most agents don’t lose clients from lack of knowledge. They lose them in the first 30 seconds of communication.

“Just checking in…”
“How are you?”
“LOL 😂”

Consumers notice the difference between casual follow-up and professional guidance fast. Communication style impacts trust, conversions, and closings.

[Tom Toole @TomToole3rd]

Three things before Summer gets away from you:

1.Block your time on and time off and put it all in the calendar

2.Keep hitting your daily numbers. If you don’t have one start at 15 conversations a day.

Hot weather isn’t a reason to stop.

3.Remember what summer actually is: separation season. The agents grinding now are the ones closing in October.

Load the pipeline. Control the activity.

The end of the year belongs to whoever showed up in the dog days of Summer.

[Tom Toole @TomToole3rd]

Summer will rob you if you let it.

One week off becomes two because you checked out the week before you left.

A long weekend becomes four days.

“Everyone’s away anyway” becomes your excuse for a dead pipeline in September.

It happens every year. To the same agents.

[Tom Toole @TomToole3rd]

The fix isn’t willpower. It’s a plan.

Time on. Time off. Coverage when you’re gone.

Most agents don’t lose their summer to laziness… they lose it because they never actually planned it.

Schedule the vacation. Schedule the work. Tell your clients who has them when you’re out.

That’s it. That’s the whole thing.

[Tom Toole @TomToole3rd]

Watch the full breakdown here --> https://t.co/8hdjcsAtCD

[Tom Toole @TomToole3rd]

A lot of buyers are waiting for mortgage rates to suddenly “crash” before making a move. The problem? Most experts think rates are likely to stay in the mid-6% range for a while.

Waiting for the perfect rate could mean missing the right house entirely.

[Tom Toole @TomToole3rd]

A flexible schedule doesn’t build careers. Reliability does.

The people who separate themselves are usually the ones willing to show up when it’s inconvenient. Nights. Weekends. Last-minute calls.

That’s how trust gets built. And trust creates leverage.

[Tom Toole @TomToole3rd]

Client wants Thursday at noon. You're booked.

Don't just say no. Don't cave either.

"Unfortunately I can't do noon as I have another appointment… and I can meet Wednesday at 11:30 AM or Thursday at 4pm. Which works better for you?"

Two options. Both yours.

They pick, you stay in control. Never lose a client over a scheduling conflict.

[Tom Toole @TomToole3rd]

Real estate "flexibility" doesn't mean working when you feel like it.

It means being available at 7pm because that's when your client is free.

Taking the Sunday call because that's when the deal breaks.

You work their schedule. That's the job.

[Tom Toole @TomToole3rd]

How I time block, in order:

1. Personal commitments first. Family, health, non-negotiables.
2. Income-producing activities. Prospecting, follow-up, conversion.
3. Client appointments.
4. Everything else fills the gaps.

Protect that order. Your business and your life both survive.

[Tom Toole @TomToole3rd]

A lot of buyers are waiting for mortgage rates to suddenly crash if global tensions ease.

Rates may improve slightly, but likely not overnight — and buyers waiting for the “perfect moment” could keep missing opportunities while the market keeps moving.

[Tom Toole @TomToole3rd]

Most agents don’t have a market problem.
They have a pipeline, follow-up, and consistency problem.

The good news? Every one of those bottlenecks is fixable.

Here are the 5 biggest things slowing agents down right now, and exactly how to break through them.

[Tom Toole @TomToole3rd]

The closing isn't the win. It's the last step in the process.

Before you get there, celebrate the progress:

- Someone answered your call
- An email landed and they replied
- You had 15 real conversations in a day
- A prospect agreed to meet you and you booked the appointment (the #1 lead indicator)

Those are the wins that precede the result. Start treating them like it.

[Tom Toole @TomToole3rd]

The market is harder right now than it has been in years. Full stop.

Rates didn't move down like anyone expected.

Inventory is not growing as fast as people hoped.

Buyers are taking their time… and they should be.

Agents are doing more work for the same result. The sooner you accept that, the sooner you can adjust.

[Tom Toole @TomToole3rd]

Outcomes are a distraction.

Closings, commission checks, deals under contract… none of that is yours to control.

It's all downstream of what you actually do every day.

In a market this tough, fixating on results will break your momentum faster than a dead lead ever could.