The David Greene Show, Ep. 108: How to Keep Leads from Slipping Away with Doug Phillips

Date: January 18, 2026
Host: David Greene
Guest: Doug Phillips, Real Estate Investor and Realtor
Theme: Strategies, systems, and mindsets that keep real estate leads—and deals—from slipping through your fingers, with real-world insight from a thriving team in Cincinnati.

Episode Overview

In this high-energy, deeply practical episode, David Greene sits down with Doug Phillips to dive into the mechanics and mindsets that separate thriving agents and teams from those letting opportunities slip away. Drawing from Doug’s rapid rise as a real estate agent in the competitive Cincinnati market, this episode is brimming with strategies for lead conversion, the unseen value of teams, why continual learning trumps everything, and the critical importance of confidence through knowledge. Both David and Doug pull back the curtain on their own business approaches, providing actionable takeaways and motivation for agents at any stage.

Key Discussion Points & Insights

1. Doug's Background and Team Model Experience

• Doug’s Start: Grew up in Cincinnati, now operates within the greater southwest Ohio and northern Kentucky area ([01:57]).
• Jumping into Teams: Doug joined his current team before even taking his licensing exam, citing their systems and the "win-win" mentality as motivating factors ([05:01], [11:15]).
  • "I've never really known anything else. I joined a team from the get-go." – Doug ([07:32])
• Impact of Team Structure: Describes the value of in-house contract coaching, rapid learning, vertical integration, and constant accountability ([06:25], [07:43]).
  • 3 Pillars of a Winning Team: Resources, Reputation, and Resiliency ([09:30]).

2. Changes and Pressures in Today’s Real Estate Market

• Sitzer Burnett Lawsuit Fallout: Both discuss changes in brokerage models, buyer representation, and compensation—Doug says his market/team was prepared by implementing buyer broker agreements years earlier ([02:47], [03:03]).
• Market Growth: Despite turbulence, Doug’s team is on track for ~25% growth over the previous year ([04:16]).

3. Team vs. Solo Agent—Mindset and Money

• Split vs. Support Debate: Doug argues that even with a lower split, team agents often close far more deals… and thus make more ([11:15], [12:30]).
  • "50% of a $950,000 sale beats 90% of $0 any day." – Doug ([12:30])
  • David: "People are trying to get 90% of nothing versus 50% of a whole bunch." ([12:20])
• Systemized Lead Conversion: Doug stresses the power of well-oiled systems in generating and converting leads—including sign calls, Google leads, open houses, and tracking conversions ([14:31]).

4. Obsession with Conversion and Excellence vs. 'Functionary' Mentality

• Intentionality in Lead Handling: David recounts agents “fumbling” inbound calls vs. his team’s aggressive approach to building rapport and pursuing every lead ([14:31]–[16:33]).
  • "Some agents pay $500 for a phone call and just hang up. You have to treat every lead like gold." – David ([14:31])
• Training Rituals: The team’s routine—mandatory scripting, role play, and lead generation ([16:40]).
  • "We're ruthlessly results oriented. Scripting, roleplaying, data tracking, and accountability fuel everything." – Doug ([16:40])
• Data and Pipeline Health: Use of tracking tools (Sisu) to pinpoint and correct weak points in the sales funnel ([18:30]).
  • "If my conversion rate meeting buyer clients is 90.2%, I know exactly where I need to improve." – Doug ([19:45])
• Lead Funnel and Speed: David’s “Sales Funnel” & “Lead Funnel” system emphasizes rapid response, building trust, clear qualification, and intentional pursuit ([20:56]).

5. The Role of Education and Confidence in Winning Business

• Ongoing Learning: Both David and Doug describe “leveling up” through books, podcasts, and constant skill-building ([23:33], [25:11]).
  • “It’s never changed: Real estate is about relationships. AI or not, you have to bring unique value, and you can only do that with knowledge.” – Doug ([23:33])
• Books for Agents: Doug references practical tactics from David's "Sold" and "Skill", such as the comfort vs. maximizing return continuum for sellers ([25:28]).
  • "Should you do a reno or not? I use your continuum from 'Skill' every time." – Doug ([25:52])

6. Learning from Top Producers & The Power of Environment

• In-Office Immersion: Sitting near top producers accelerates confidence; observing their calls and deal-handling gives new agents “tools” they need ([28:30]).
  • "When I listened to other agents, I went from a hammer to having a toolbox…" – David ([28:30])
• Confidence Through Support: Doug’s example: Navigating a contract dispute with senior support made him more decisive and protected his clients ([31:11]).
  • "Never let your clients be the guinea pig." – Doug ([32:44])

7. Investors Make Better Agents

• Investing Experience Deepens Service: Doug demonstrates how understanding investing helps consult both sellers and buyers, spot opportunities, and build long-term relationships ([44:31]).
  • “If you can see yourself as the advisor, not just the functionary, you’ll have a very long, prosperous career.” – Doug ([38:36])
  • "He’s my biggest, most loyal client because I acted as a true fiduciary, not just chasing commission." – Doug ([38:36])

8. What New Agents Need to Hear

• It’s Not HGTV: Success requires treating real estate as a business, multiplying outreach and doing “more of everything”—especially during slow markets ([47:26]).
  • "Multiply your efforts by 2 or 3. All the activities you do now show up 30, 60, 90 days from now." – Doug ([47:26])
• Mindset Shift: Move from W2 expectation (“wait for orders, avoid responsibility”) to entrepreneurial intentionality and action ([50:46]).

Notable Quotes & Memorable Moments

• On Team Structure & Value:
  "Resources, reputation, resiliency—those are the three things I’d look for in any team." – Doug ([09:30])
• On Learning from Others:
  "If you’re an independent agent who works from home, you’ll never pick up those nuances from veteran agents." – Doug ([25:52])
• On Lead Management:
  "People want 90% of nothing more than 50% of something. That’s the mistake." – David ([12:20])
• On Agent Confidence:
  "Never let your clients be the guinea pig." – Doug ([32:44])
• On Building True Value:
  "Being a fiduciary, not a functionary—consult, educate, advocate. The repeat and referral business is insane." – Doug ([38:36])
• On Environment:
  "If I just get up, coffee, work from home… it's like 11:30 comes—what have I done today? Environment is key." – Doug ([55:13])

Timestamps for Important Segments

• [01:50] Doug introduces his current sales numbers and territory
• [03:03] Handling fallout from Sitzer Burnett and brokerage shifts
• [05:01] Doug’s entry into real estate via team structure
• [07:43] Launch Coordinator role & onboarding for new agents
• [09:30] The three pillars of team value
• [12:30] The "split vs. volume" example with a $950,000 lead
• [14:31] David’s lesson on not wasting sign calls
• [16:40] Team’s daily discipline: scripting, lead gen, contracts
• [18:30] Tracking conversion stats and identifying weak points
• [20:56] Detailed breakdown of the lead funnel & speed to lead
• [23:33] Relationships still drive real estate, not AI
• [25:28] What Doug learned from David’s books
• [28:30] Learning by osmosis—Doug and David on in-office skill-building
• [31:11] Example: Doug uses team support to handle contract conflict
• [36:27] How ongoing, deep learning sets Doug apart
• [38:36] Functionary vs. Fiduciary—lasting business comes from deeper guidance
• [44:31] Why investor knowledge makes for better agents
• [47:26] What agents don’t realize about the work required
• [50:46] Shifting from W2 mentality to business owner mentality
• [53:16] David on his actual morning routine: build momentum, fight inertia
• [55:13] Doug: Why working in the office matters for momentum and energy

Main Takeaways

• Teams, when well led and resourced, can radically shorten your learning curve, boost your lead flow, and build your confidence—even at the price of a smaller split.
• Most agents let leads go because they treat them transactionally—great agents are intentional, systemized, and “ruthlessly” results-oriented.
• True value is built by being a fiduciary, not a functionary—confidently advising, educating, and sometimes pushing back on your clients where it’s in their best interest.
• Confidence comes from immersion: surround yourself with top producers, seek mentorship, study deeply, and always keep learning.
• Agents with investment knowledge win more—whether consulting sellers or buyers, it opens new doors and leads to more referral and repeat clients.
• Real estate is not “HGTV”—the agents who build market share are those who treat it like a business and outwork everyone.
• Your environment, your routines, and your mindset will ultimately dictate your success.

Connect with Doug Phillips

• Instagram: @official.dougphillips
• Website: asktcg.com
• Facebook: Doug Phillips

This summary captures the heart, tactics, and human side of a must-listen episode for any serious real estate agent or team leader looking to elevate their performance and close the leaks in their pipeline.