The Inbound Agent OS Podcast with Steve Olson

The gurus are going to tell you the phone is dead. I'm going to show you the math that proves otherwise.Get the Inbound OS Email Newsletter: https://steveolsongroup.com/emailPartner with Steve to scale your real estate business: https://steveolsongroup.com/contact-steveIn this episode, I'm giving you real numbers from a real scaling team and what you're going to find is that it's easier than ever right now to make money on the phone. If you're going to take notes, now's the time to grab a pen.Here's what we cover: the nationwide average answer rate (hint, it's about 8%, and that's not a bad thing), how many leads it actually takes to get one deal under contract, what it costs to acquire a client when you're running your own ads versus handing that money to Zillow, and why separating your business line from your personal phone might be the best $35 you ever spend.I also break down the 18% rule, the number I give every agent I work with who wants to keep their pipeline full and their brand growing at the same time.Listen, nobody builds a brand working with Zillow. Nobody. But if you're willing to put the gas in the engine and follow the math, this stuff will literally change your life.Write these down. Do the math. And ask yourself if you're actually willing to follow the yellow brick road.

Most sales pipelines are broken. And the worst part is, nobody on your team is running it the same way.Get Steve's Inbound Email: https://steveolsongroup.com/email/ Work with Steve 1 on 1: https://steveolsongroup.com/contact-steve/In this episode, I break down the exact 6-stage sales pipeline we install for consulting clients across professional services — mortgage, real estate, finance, coaching, advertising sales, and more. This is the paint-by-numbers framework that simplifies your entire sales process, gets new reps profitable faster, and gives you the reporting you need to scale predictably.What we cover:Why a complicated pipeline is costing you more than just lost dealsThe 6 stages every service business sales pipeline needsHow to handle ghosted appointments without losing the leadWhen to move a deal to lost vs. back to nurtureThe onboarding phase most businesses skip and why it mattersHow HubSpot sales playbooks automate the whole thingIf your pipeline has 17 stages and every rep interprets it differently, this one's for you.Timestamps:00:00 Why most sales pipelines are broken 01:15 How a complicated pipeline increases turnover and commission costs 03:58 The paint-by-numbers pipeline framework overview 04:10 Stage 1: New Inquiry 04:18 Stage 2: In Follow Up 04:33 Stage 3: Nurture 04:39 Stage 4: Appointment Set 04:49 Stage 5: Decision 04:59 Stage 6: Onboarding and Active Client 27:29 How to handle no-shows and ghosted appointments 28:56 The Active Client and Delivery phase 29:49 Lost vs. Canceled deals 30:48 Why HubSpot is the CRM we recommend 31:00 How HubSpot sales playbooks power the whole pipeline 33:02 When to build separate pipelines 34:31 Recap and next steps

Phone answer rates are at an all-time low and they are not coming back. In this episode, Steve explains why the solution is not to stop calling, and why the real fix is building an inbound brand that makes people want to answer when you call. How to work with Steve:Join the Inbound Agent OS email: https://steveolsongroup.com/email/?utm_source=Podcast&utm_medium=Description+Link&utm_campaign=Inbound+Email+Subscriptions&utm_content=How+to+Get+Real+Estate+Leads+to+Actually+Call+You+Back+in+2026Work with us one-on-one to install an inbound marketing machine directly into your business: https://steveolsongroup.com/contact-steve/?utm_source=Podcast&utm_medium=Description+Link&utm_campaign=Work+with+Steve+Inquiries&utm_content=How+to+Get+Real+Estate+Leads+to+Actually+Call+You+Back+in+2026If you are tired of chasing leads, leaving voicemails, and hoping someone picks up, this episode will show you exactly what to build so that clients are coming to you already sold before the first conversation even starts.

Real estate agents obsess over their commission, their price recommendation, and their marketing pitch.How to work with Steve:Join The Inbound Agent OS Email: https://steveolsongroup.com/email/?utm_source=Podcast&utm_medium=Description+Link&utm_campaign=Inbound+Agent+OS+Email+Subscriptions&utm_content=The+Real+Reason+Buyers+and+Sellers+Don%27t+Refer+Their+Real+Estate+AgentWork with Steve and the team to install your inbound marketing machine: https://steveolsongroup.com/contact-steve/?utm_source=Podcast&utm_medium=Description+Link&utm_campaign=Work+with+Steve+Inquires&utm_content=The+Real+Reason+Buyers+and+Sellers+Don%27t+Refer+Their+Real+Estate+AgentBut buyers and sellers are judging something else entirely: your process. In this episode, Steve shares a story about buying two luxury cars from two different dealerships, and what it taught him about why some agents get referrals on autopilot while others do great work and never hear from their clients again. If your referral pipeline is dry, this one is for you.