How Top Real Estate Agents in Myrtle Beach Earn Over $100K+ a Year

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

How are real estate agents making over $100K a year? I’ve seen agents put in long hours chasing every single lead that comes their way, only to miss out on the ones that really matter. That’s the trap: you end up spending your time on low-quality leads that aren’t going to convert. In the process, you overlook the high-quality opportunities that can actually grow your business.

To help you avoid the same mistake, I’m sharing three strategies that are working right now.

1. Building a powerful referral network. One of the smartest ways agents are earning over $100K is by tapping into their referral network. These are your past clients, your sphere of influence, and your centers of influence who are more likely to refer you. When referrals come from someone you’ve built rapport with, the conversion rate is much higher.

If you don’t have your contacts organized, that’s okay. You can start by downloading an app to your phone that pulls all your contacts into a CSV file. From there, check what information is missing. For instance, you might have phone numbers but no email or address, so you’ll need to fill in those gaps. Once you’ve got a complete list, upload it into your CRM. Start building that database because that will be your foundation.

2. Automate your follow-up. You can stay connected with contacts through emails, text messages, and property reports, especially if you’re using tools like Homebotor Fellow. Whether your system uses workflows, action plans, or drip campaigns, the goal is the same: maintain regular contact with your database at least 60 times a year.

Incorporate video updates into your strategy as well. A simple monthly market update video can have a big impact. Send it by email, post it on social media, and let people see your face and hear your voice. Video creates a more personal connection than plain text.

However, that doesn’t mean you should stop sending traditional emails. Be sure to include a written version of your update, too. The key is to stay visible and show up in different ways each month.

3. Engage high-quality leads. With the tools we use at our company, agents can see exactly who in their database is the most engaged. Every contact is scored based on their behavior, like who’s clicking links or browsing listings, and that helps prioritize who to follow up with.

Each day, our agents check their high-engagement list and reach out to those people first. Whether it’s a call, a text, or an email, the focus is on the people most likely to take action. Instead of spreading yourself thin chasing cold leads, you concentrate your time on the ones already showing interest.

New tools and systems can seem overwhelming, but once you get over that hump, things start to click. If you ever want to talk through this more, you can visit realestatesalessolutions.com. I’d jump on a quick coaching call with you.