How Greg Harrelson Generates 300+ Listings Per Year Using Fello

In a recent webinar, thought-leader and top 1% Realtor® Greg Harrelson shared his game-changing strategies for leveraging Fello to generate an impressive 300+ listings annually. Even more remarkable? 54 of those listings came from people who had been sitting in his database for 12-18+ months.

Let's dive into the actionable tactics Greg shared that can transform your real estate business, or watch Greg's entire webinar here.

Understanding Fello: A Lead Identification System, Not Lead Generation

One of Greg's key insights was reframing how agents should view Fello:

"Fello is a lead identification system, not a lead generation system," he explained. "How you describe the technology will determine the expectations you have of the technology."

Rather than expecting Fello to generate new leads, Harrelson uses it to identify which prospects in his database are most likely to convert, allowing him to automate and prioritize his follow-up efforts.

(Fello also helps generate new leads with customizable lead gen widgets for agents' websites, branded landing pages, etc.)

Building Your Database: The Foundation of Success

Greg's Fello database contains approximately 50,000 documented property owners. Here are his strategies for building a robust database:

1. Export your phone contacts — Use a simple app to export contacts to a CSV file, then text those missing email addresses to complete their profiles
2. Add past clients — Input every transaction you've ever done, especially buyers
3. Include your sphere of influence (SOI)
4. Add circle prospecting contacts using this script: "I'm not sure if you're aware, but many of your neighbors have requested that I keep them updated monthly on market trends and property values. What's your best email? I'll make sure you're getting the same information."
5. Import expired listings from the past two years
6. Add FSBOs and rental property owners
7. Target specific neighborhoods — For faster database building, identify five neighborhoods you want to dominate and use services like ExactDial to obtain property owner information

Download our guide for more ways to grow your database without buying leads →

Daily Routine: How to Work Your Database Effectively

Greg shared his daily routine for maximizing results from Fello:

1. Add 10 new people to your database every day
2. Check your segments (more on this in the next section) and call everyone who triggers a segment alert
3. Update property values for at least 10 people daily, prioritizing those who are already engaged
   
   • When updating values, click "notify seller immediately" to send automated emails
   • Follow up with a text: "John, I just updated your property's value and sent you an email. Can you let me know what you think about that price?"
4. Make outbound calls to 20 people daily (never fewer than 10) 

The Hierarchy of Clicks: Prioritizing Your Follow-Up

Not all engagement is created equal. Greg follows this hierarchy when prioritizing his follow-up calls:

1. Cash offer requests — Despite skepticism from many agents, these convert at a remarkable 15%–18% rate within 12 months, and many list traditionally
2. CMA requests with notes or timeframes
3. CMA requests without notes
4. Home value leads

When prospects claim they clicked by accident, Greg advises not to believe it: "That's just a smoke screen because they're caught off guard." He suggests staying persistent and monitoring their continued engagement.

Find text sequences for following up on cash offer, home value and CMA requests →

Top 5 Segments to Create in Fello

Greg recommends creating these high-converting segments in Fello:

1. Selling timeline segments — Combine selling timeline (ASAP to 3 months) with engagement metrics (opened 3+ emails, clicked at least once)
2. Long-term homeowners with engagement — Property owned 20+ years with 10+ opens, 5+ clicks
3. Recently expired/withdrawn listings with multiple clicks and opens
4. Expired in last 12 months who engaged in last 30 days
5. High Lead Score with engagement — Lead score 80+, opened 4+ times, clicked 3+ times

Check out Fello's standard default segments and Property Intelligence segments →

Winning Mindshare: The Path to Market Dominance

"My goal for my brand is not just market share — it's mindshare," Greg emphasized. "When you shift mindshare, you shift market share." 

He achieves this through:

1. Monthly video updates - Create market update videos that are embedded in Fello emails and swapped out monthly
2. Segment-specific content - Create different videos for different segments (e.g., "The Truth About Cash Offers" for cash offer leads)
3. Total immersion strategy - Beyond Fello's twice-monthly emails, Greg adds:
   • Monthly personal email with video
   • Monthly market activity reports from his IDX website
   • Boosted social media posts targeting his database

"I'm everywhere. They open social media, they see me. They open Fello, they see me. They open their email, they see me. Why? Mindshare," Greg explained. Mindshare means that when they're ready to sell, their mental recall points to you.

The Big Picture: Converting the "No"

What makes Greg's approach revolutionary is his focus on monetizing the "no" rather than just chasing immediate conversions.

"I've been taught how to monetize the yes, but let me start cracking the code on monetizing the no's," he shared.

By nurturing relationships over time through value-added content and strategic follow-up, Greg converts prospects who initially said "no" into listings months or even years later — business most agents leave on the table.

Results That Speak Volumes

The proof is in the numbers: 300+ listings annually, with 54 coming from people who had been sitting in his database for more than a year.

As Greg put it: "That's the business that most of us lose every year — we lose the business that's not right in front of us at the moment."

Watch Greg Harrelson's entire webinar here →

Ready to Transform Your Business?

If you're tired of leaving money on the table and want to start converting more of your database into listings, Fello might be the solution you're looking for.

Book a demo today to see how Fello can help you build your database, identify your hottest prospects, and ultimately close more deals.