KGCI: Real Estate on Air - Explode Your Sales Volume with the LMCM Lead Conversion System

Episode Date: March 18, 2026

Summary:This episode dives deep into the "LMCM" (Lead, Management, Conversion, Marketing) system, a comprehensive framework designed to maximize real estate production. The host explains how to bridge the gap between generating leads and actually closing them by implementing a rigorous management and conversion protocol. Listeners will learn how to categorize leads based on urgency, automate initial touchpoints, and maintain a high-value marketing presence that keeps them top-of-mind. This tactical session is built for agents who have plenty of leads but struggle with consistent follow-through and conversion rates.

Industry has changed. Demographic and demands have changed. Their mentality have changed regarding the cell. But it doesn't matter to still sales. Sales is to help people understanding their motivation and benefiting them. When I first got into real estate, I didn't even know what to do. I had no guidance. I was just flying by the seat of my pants. I was picking up the phone. I was dialing. And then once it rung, I would hang up. And that went out for a week. So my job now is to help move agents faster in that process. giving them the scripts, the mindset, the skills, and working with you on increasing your skills on what to say. If you can say what you want to say during a listing appointment, buyer appointment at a high level, guys, you are going to be able to convert an appointment into a contract.

Welcome everyone back to the power half hour. And today, we are back here explaining exactly what list more close more coaching program, lead generation resources, tools, AI. What list more close more really is and how we're able to help agents scale their business and guys my name is john sign this is axel ziba if you like what you see here on this channel go ahead feel free to share it with a friend subscribe like and we'll look forward to seeing you in the next uh upcoming videos where we'll explain a whole slew of things that we do here at list more close more and at the align group so without further ado axel ziba thank you for being here sir how's your day Thank you, sir. Thanks for having me, as always, John, explaining about different benefits that the agents can get by being part of your system.

Now, today, of course, we're going to be talking about the LIS more, Close More system. And that is where you are also involved. And you are the co-founder of this beautiful system that put together for benefiting the agent to scale their business to next level. I always start by talking about the concept of the Lest More Closed More. And what was it that made us actually go ahead and put it together? And remember, just like what we did with the Align Group, we're building it as we go. We make it perfect on a daily basis. You, myself, Judy's not here.

Judy, she is our partner on this program at the Lismore Postmore. She's the genius behind the scene, managing everything behind. And I wish she was here. She could have spent time with us and explained about the AI and anything else. But here, here's the thing. We're making this perfect. We're making this better every day. So it's a work in progress to benefit agents like you.

The question is, what is the concept of List More Close More? Well, as the name said, of course, the more listing you get, the more closing you're going to have. Consequently, of course, more money you're going to make. And your business is going to be better. I always compare List More Close More to a four-legged table. Let's talk about the legs first. So as soon as somebody joins this system at less more, close more,

the first thing that we're going to do is to focus down, deep right into their business planning. And the first thing that we want to do for business planning is not just punching in the numbers and where they want to go and how much money they want to get. We want to understand the six double use of real estate, the fundamentals. The why question, the who, who are they going to be serving? Who are they? What's their character like? What neighborhood they're going to be where?

And many other niching down focus that, you know what, that's not only for newer agents to get into. Many agents in industry on a daily basis, they're everywhere and everywhere, but they are nowhere. And they are going through the daily planning and everything else. and they're trying to brand themselves, but through niching down, they get more benefits and amplifying their message right away. So that's leg number one, digging deep down, niching down, and branding it toward what they want to be.

Yeah. So it's one of the things that I've never done in my career. And I was running like a chicken with his head cut off, basically doing deals in South Surrey and then Burnaby and then downtown. So here at Listmore, Close More, I am going to teach you, you know, we are going to teach you exactly what we did to make us successful. And this is one of the things that never did that will make you successful, which is what Axel did from the very start of his career, which is niching down. You becoming the authority. You becoming the area expert. And so you'd only have to drive no more than 10 to 15 minutes your listing appointments, take more listings, work less time, and scale your business.

So that's the first leg. So what's the next? So the second leg, it comes from the marketing, smart marketing that we have generated from the first leg. So based on the answer that you put down and the sessions that we're going to have together, based on the six Ws of real estate, the business planning and everything else that we have established already, we're going to start focusing that toward marketing. Now, this morning you shared the news and a message out there that it was absolutely amazing. And that was when you want to reach out to your clients, you have to understand who your clients are first before answering their questions.

So in order for us to be in front of our clients, you have to know what they're asking. And to answer the question. And in 2026, more than ever, we're we're heading right now with AI, with technology and the system, it's all about answer engine optimization, answering your targeted niche market. And that is exactly, AEO. And that is exactly what we're going to market you organically and on paid advertisement to put you right in the front. Now, of course, there's two ways of marketing, as you know. And marketing is a big word, including the advertisement. It's also branding and getting the image that you have in front of your target audience.

And that is a smart marketing. We're going to teach you how to do this. What is the expectation of the AEO? AIs, what are the expectation of the SEO, search engine optimizations, and putting you right in front of your audience organically and unpaid ads. And we're going to help you. And this is a big thing. We're going to help you run those ads and actually giving you leads.

So most agents, what they want is leads. We talked about this many times. Getting the leads is one. And that's going to lead us toward leg number three. So you're getting these leads. You're getting the marketing. going, you're getting organic people, organically people approaching you, having a conversation with you, so your database is filling up. Now, what's next? So let's talk about the next leg.

And that's exactly where you come in, John. On Wednesdays, we have skill mastery. And that is sales mastery. The way you need to talk to these leads, the ones that they come into your database, they're filling up your database, how to talk to them, what to say and how to say. the art of conversation. You're a master of it. You've been practicing that on a daily basis for the past 20 years. I want to share something that you share with me if you don't mind. And I'm going to be saying it very out loud right there.

A few days ago, I shared a funny video about an agent, calling people, and as soon as they answered, he rushfully hung it out of fear. And right away, you messaged me. He said, Axel, that was me 20 years ago. And truly, tell us quickly about this. So let people hear what side were you and where you are today? Yeah, you know, when I first got into real estate, I didn't even know what to do.

I had no guidance. I was just flying by the seat of my pants. And then once I got into coaching, they taught me exactly what to say, right? So which I'm doing now. But even then, I was picking up the phone. I was dialing, and then once it rung, I would hang up. I can't believe that was you, seriously. So for the first week, it was step by step.

The second day, I would pick it up. I would dial it and would ring and somebody would say hello, and I would hang up. And that went out for a week. So my job now is to help move agents faster in that process, giving them the scripts, given them the mindset, given them the skills and working with you on increasing your skills on what to say. If you can say what you want to say during a listing appointment, buyer appointment at a high level, guys, you are going to be able to convert an appointment into a contract, a prospect on the phone or in person into an appointment. So that's what it's all about.

and I'm rolling 20 years of experience, 2,300 homes sold, you know, into one program where I'm helping you scale through knowing what to say. And that's exactly what we teach on a weekly basis. High level skill mastery, masterminding. I totally agree with you. And I want to share a quick story that it kind of woke me up. Almost about 15 years ago, I was at a sales position and a manager that it was running at a store. It was a GM and he's still my mentor. You know him as well as Stephen Moore.

Great guy. He came to me and he said, Axel, I know that, you know, one thing that is going to shoot you in a foot is that you don't recognize who you are yet. So number one thing that you have to accept is that you are a salesman. and a day that you accept that you're a salesperson, then the things will change for you. The day you accept it, then you can be it and improve yourself upon it. That really impacted me.

In real estate, no matter how we look at it, yes, industry has changed. People, demographic, and demands have changed. Their mentality have changed regarding the sale, but it doesn't matter the still sales. Sales is to help people understanding their motivation and benefiting them. That's what the depiction of the sales is. And that is super important what to say and how to say it in a way that it can benefit them, that we have this role playing and practice set for minimum four days a week for the less more,

close more participants. And that's going to lead us toward, of course, the next set, and that's where most agents fail, the full leg is AI system and automation. Now, this is something that is going to help them pick up every crumps on the floor in a way that is never going to, no leads will fall behind. Nobody is going to fall behind. There's nothing falls through the cracks.

With AI, with a system that is extremely smart and a follow-up system, the drip campaigns, the automated text, email that we have set up for them behind the scene and we're going to also teach them how to do it and how to set it up and with our VA's helping them how to set this up and they're actually going to do that for them it's going to have a perfect system so not only you're going to get the leads coming into you based on your niche market not only you know how to nurture them and talk to them and closing the deals but also it also keeps going and nurturing them for many many transactions in a future to come. Let me share a stat with you according to the BCREA, if I don't make myself, or a national association of realtors. It used to be almost 10 years ago. It was 60% of the homeowners or the past clients, they chose another agent to do their secondary transactions. In today's, we're looking at 88%. That's a huge jump. So 88% of people, they don't choose the same

realtor. You want to be the person that is there for them all the time for transactions for life, a relationship for life. So you don't want to miss that. And through the AI, the system that you're going to be receiving and automation that we're going to have at less more close more, you're still going to get that. And the next, you have the four legs. The four legs, they can stand up by themselves, John. If you put four pillars right there, they need a surface to. to hold them together, a table surface. And that is you. Again, that's where you come into the equation

with your expertise, with your experience for the past 20 years, helping them to be accountable for what they promised themselves. The accountability. It's huge for us. One thing that all successful people they have in common is the accountability. It's the accountability partner.

They select somebody to hold them accountable. Can you tell us a couple of words about this? Yeah, I mean, accountability is the only way to create lasting change. And accountability is the highest form of love that one can show another. And, you know, we give you here at a high level, accountability here at Lists More Clothesmore. We're going to teach you exactly the skills. We're going to hold you accountable. We're going to help you take the actions.

And we're going to give you the right activities in order to help you scale your business. And on top of that, we're going to give you the AI and the marketing and the niching down to help you build a business that we're going to give you the right. that will start chasing you and you're going to thrive, you're going to work less time, take more listings and make more sales. Now, circling back to accountability, when I was in high-level production myself, selling 149 homes a year, Axel,

I had 40 accountability partners. 40? 40 accountability partners. And, you know, with all of us, we have about 110 members right now. list more, close more. Basically, you have 110 accountability partners. If you want to change a habit, if you want to get to the next level of production, tell

somebody about it. Accountability means the ability to be counted on, right? And we hold you at a high level extreme accountability here at list more, close more. So if you want to kick it up, you know, what I usually do, Axel is each and every accountability partner. I would pay them $100 if I didn't do my job. Can you imagine 40 accountability partners? That could be expensive.

So the thing is when you do that, when you put something on the line, and we can do that for you, doesn't have to be monetary. But we have an agent Jesse Johnson who has been checking in with me on a daily basis, Axel. Yeah. And he was able to increase his production just by doing that. Hey, John, here's how many contacts I talked to. Even if he talked to zero, he would say, I talk to zero.

yesterday. That's accountability and we want to utilize that to help you guys move you business forward every single day. I totally agree with that and you said that accountability is form of love and there's absolutely 100% true in fact. Now accountability goes hand in hand with mentorship and again the accountability and mentorship is the key common point of success for any successful people out there. So that's accountability, that mentorship, as the surface of the table that holds all these four legs together, for your business to be complete, it's there at the Lismore Closmore. In summarizing, Lest More Close More is a complete system for an agent that wants to scale their business to next level.

Whether you're a brand new agent, just got your license, you have no idea what your next level is, or whether you're a veteran agent that you've been in the business and you've been platform, towing your business and you want to go from 20, these, 30 deals to next level of hundreds. And that's where the list more closed more system comes into power with a very active community in our school system helping you get there faster as you go. Yes, yes, absolutely. And if you guys want to check out how this program here can help agents, check out the episode where I spoke with Natalie and Jonathan.

they were able to hit $500,000 in GCI in their first year in real estate. So absolutely tremendous, super success within our program. And we want to help you achieve the same as well. Axel, any last insight for the audience? One thing that I want to say, and that is definitely helped me recognizing within my business, of course, other than knowing you as my mentor and accountable partner, is understanding where you want to go. and set your business toward that goal.

Now, the rest of it, of course, is as fundamentals as the old system and a new system. There is always two sides to real estate. The old fundamentals are real estate that always necessary and is never going to get changed. Imagine you're a boxer, so you always have two hands to jab left and right. Now, the right side is the fundamental to defend you, and that's always going to work. The left side, the other fist, is going to be the new system, the new technology, the new era, the new thoughts of real estate, which also has important, such as content making, such as being out there and showing you that you're an active agent and be right in front of your clientels. That is the left side. The platform like Instagram, TikTok, and biggest of all, YouTube is the one that can put you right there.

And at least more close more, we're guiding you through right and left, the fundamental. fundamentals and the new way of doing real estate business for you to be writing for your clients. Any question, please put it in the comments for John's to get back to you and give you more details. But at the same time, in order for you to get more information on the system, we have the website just down below, just in the captions, click on that one, reach out to us and let us help. Guys, there we have it. In 2026 and beyond, if you're watching this, whichever year, 2026 and beyond, it's going to be social media plus AI, and you have to add the basics and hard work into it.

If you have the skills, mindset, activities, and actions and being held accountable, you are going to dominate your local market, 2026 and beyond. And, guys, once again, if you want to partner with us here at List More, Close More, click the website link below. moreclosemore.com and we will chat with you then guys looking forward to seeing you at the next video