👋 Welcome to The LAB: Gusty Gulas – Master Accountability & Zillow Flex Lead Conversion Strategy 

In this episode of The LAB, we welcome Gusty Gulas, a top team leader in the Birmingham, Alabama market since 2011, who has been a part of over 3,000 home sales. Gusty currently runs a team of 20 agents and shares his deep, four-year experience as a successful Zillow Flex team leader. He breaks down the crucial difference between the Premier Agent model and the high-accountability world of Flex, revealing why he believes his systems are the key to converting leads and scaling a database. Gusty emphasizes that the secret to their success—averaging about six closings a month from Flex—lies not just in the leads, but in the rigorous accountability and training structure he's built.

Gusty focuses on personalized coaching, a 90-day training program, and case-by-case lead management to prevent burnout. He treats leads as a long-term way to build a past client database and believes top converters win by knowing their leads well and delivering excellent customer service.

💥 What You’ll Learn in This Episode:

✅ Custom Accountability Structure: How to segment agents for weekly, bi-weekly, or monthly one-on-ones based on their performance and experience (less than 90 days, 90+ days).
✅ Preventing Agent Burnout: Gusty’s strategy for managing lead flow by allowing agents to pause and restart Zillow Flex leads based on their current pipeline and capacity.
✅ The 90-Day Agent Blueprint: A 4-week training program focused on building a quick foundation: Buyers, Sellers, and integrating 'dialing for dollars' from day two.
✅ High-Converting Agent Mindset: Why top producers are hyper-aware of every lead's status and focus on problem-solving and making home recommendations, not just being "door openers."
✅ Effective 1-on-1 Coaching: How to review an agent's pipeline by starting at the bottom of the funnel (Under Contract, Offers) and working up to pinpoint conversion weaknesses.
✅ Seller Lead Strategy: Understanding the Zillow Seller lead as primarily a cash offer inquiry and the need for a 3-6-9 month long-term follow-up and multi-option approach.
✅ Pitching Services In-Person: Tactics for immediate rapport-building, including a professional folder with a highlighted MLS sheet and a homebuyer's guide at the first showing.
✅ Overcoming the Referral Fee Mindset: Viewing Zillow Flex as a necessary volume play to generate future referral business and non-referral-fee investment opportunities.

🎯 If you’re a team leader looking for a sustainable, high-accountability system to maximize Zillow Flex lead conversion and leverage that volume for long-term database growth, this episode provides the exact blueprint.

📅 New The Lab episodes every week! Real conversations with eXp’s top performers on pricing, systems, and seller psychology that help you list more homes and close them faster.

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