Husband-and-Wife Team Pulls $3 Million in Business From FSBO Leads in a Single Year

Hunting For Numbers On His Own

Albert knew from day one he had to prospect. “You can spend a lot of time working your sphere and your past customers,” he says, “but that can dry up pretty quickly. No matter how much you work it, it still can dry up. You have to have a source of leads and prospects that you continually call every day.” If he wasn’t adding to his CRM every single day, the pipeline dried up fast.

So he did the hunting himself: searching FSBOs on Zillow, city by city, chasing down phone numbers one at a time. It worked, but it was random and it ate his time. He was a salesman going back to the 1980s, and he was willing to do the work. He just didn’t have a single, reliable place to find the people who were actually ready to sell.

One List, Every Morning

His broker put REDX in front of him and showed him how the lists worked. Albert had seen the alternatives: Realtor.com’s OpCity and other pay-at-close, round-robin sources where “you could be waiting weeks for your phone to buzz,” and even then the lead goes to multiple agents. He wasn’t interested in sharing leads or waiting on someone else’s queue.

FSBOs were the fit, and Albert is blunt about why he skips the rest: the FSBO phone numbers connect him straight to the decision maker. “If I’m going to make calls, I’m gonna have the best use of my time, and the best use of my time is calling numbers that connect me with the people in charge of selling the properties.” His math on the cost was just as simple: “If REDX was able to produce even one listing based on what I pay monthly, then it’s paid for itself for more than a full year.”

A Pipeline That No Longer Dries Up

Today the pipeline Albert worried about is full before he even pulls a new list. “I have REDX leads and prospects in my CRM that I’m following up with on a regular basis,” he says. About 50 REDX leads worked weekly, the only exit being a sell or a list with someone else. The proof is in the numbers: last year the husband-and-wife team did roughly $8 million in business, and $3 million of it (eight transactions) came directly from REDX.

One of those was a FSBO he pulled off the list in late 2024. By spring 2025 he’d secured a buyer, double-dipped a $600,000 listing, and turned it into $1.2 million in volume from a single lead. He’s not even using the platform to its full extent: “I use REDX as a lead source and a list, exclusively. I know REDX has more tools available. If I actually took the time to use it to its fullest potential, I could be even more effective.”

Be Authentic, And Don’t Quit

Albert’s edge isn’t a script. It’s the opposite. His broker once handed him a book of scripts; he thumbed through it, dropped it in a file drawer, and never looked at it again. “My script is the fact that I’m a non-script user,” he laughs. He leans on empathy and real conversation instead, and pairs it with Teresa on every listing appointment, a back-and-forth dynamic that helps the team close about half the appointments they go on, in a market he calls intensely competitive.

His advice to any agent (especially a new one) looking for a strong referral source: “Sign up with REDX without a doubt. It’s inexpensive compared to other referral sources, it’s a great comprehensive list, and the people on it are already motivated to sell. They’re going to sell one way or the other.” For Albert, there’s no end in sight: “I don’t see it at any time where I won’t be subscribing to REDX lists.”