Overbooked, Overworked, and Still Babysitting That One Buyer from 2023

You don’t need another CRM, you need to break up with the ghost leads you keep calling “clients.”

There you are. The WiFi’s acting up, the damn contract needs to go out, you can’t remember the name of the home inspector, you’ve got a new client meeting in 20 minutes, you’ve gotta walk that flip in an hour and a half, and FOR THE LOVE OF STEVE JOBS, WHY IS THIS WIFI NOT WORKING!?

Sound familiar? Been there? Maybe there right now?

That feeling of overwhelm in this business is real. That pull to be all things for all people. That chaos that shows up when you look at your calendar and think, “How did I work ten hours today with just one actual appointment?” And somehow, you still didn’t have time for a protein shake.

You feel like a human loading symbol. Spinning. Spinning. Spinning. Never quite hitting 100%.

And if we’re being honest (raises hand sheepishly), some of us like it. We love riding the chaos wave like a happy little sea turtle in a tidal wave, paddling, smiling, pretending it’s totally normal (because sometimes, it is).

Yeah. I know you love it too. You sickos.

The Fix?

When I’m in overwhelm, two things help. One’s aggressive and external. The other’s meditative and internal. Let’s do the aggressive one first.

Fire. A. Client.

“Wait, what now, Uncle Keith? I don’t even have enough clients. And you want me to fire one?” Yes. That’s exactly what I’m saying.

Here’s how:

Step 1:

Force rank all your buyer clients from favorite to least favorite. Do the same with your sellers.

Step 2:

Look at the last person on that buyer list. (You already know who it is. The one whose name you say through gritted teeth.)

Step 3:

Call them. And say this:

“Hey, I’m calling to apologize.” That line always gets their attention.

They’ll go: “Uh… for what?”

You say: “Well, I was reviewing my notes and I just realized we’ve been at this for 17 months (or however long it’s been). Normally, I’ve got my buyers in contract within 90 days. Obviously, something isn’t working here, and I thought it might be time for you to find another Realtor.”

Then shut up. Let the silence hang. Not in a manipulative “whoever talks first loses” way. That’s gross. Let them process it. You just hit them with something big.

One of Two Things Will Happen (And You Win Either Way):

1. They let you fire them.

Honestly? It’ll feel like relief. Not a breakup. More like escaping a weird professional escape room. Maybe even a high five on the way out: “Phew. Glad that’s over.”

Just remind them: “Hey, when you’re ready, I’m here.” Then move them into your SOI plan and carry on.

2. They re-engage.

Not because you tricked them, but because you reminded them how much effort this takes.

Suddenly, they’re going to Sunday open houses again. They’re emailing you listings. They’re acting like an actual buyer again.

Either way, you win.

“But Uncle Keith… What If They Buy with Someone Else?!”

Good. Wait, what? Yeah. Good.

Look, I know it feels like you just lost a commission. But what you really did was free up your time for someone who’s actually ready. Someone who wants to buy now. Someone who respects your time.

Maybe a dating analogy will help. (Probably not. But maybe you’ll laugh.)

You ever had a friend who’s super into someone, but it’s painfully obvious the other person isn’t that into them? (Definitely not you. People who read this newsletter are more attractive, more charismatic, rizzed out, as the kids say, and they don’t chase. But let’s say a friend.)

You watch them text five times in a row, plan future vacations, bring them soup when they’re sick, and you're just over there thinking:

“Oof… how do I tell you they’re just not that into you?”

Well… some of y’all are doing that right now with your “clients.” Except they’re not clients. They’re ghost leads from 2023. And you’re holding on like it’s gonna magically work out one day.

I love you enough to tell you the truth: Most of y’all don’t have a client problem. You’ve got a lead generation problem; you’re dressing up as a client problem.

Let Go. Reclaim Your Sanity.

You’re putting in way more energy than they are. That’s why it feels weird. That’s why you feel burnt out. Be honest with yourself: Are you doing this?

If your answer is no, cool. Carry on. Just make sure you’re telling yourself the truth.

If your answer is yes, see above. Fire a client.

I know it sounds wild, but hey… this is the Crazy Uncle Keith newsletter. I’ve just found that when burnout sets in, it’s usually not from “too much work.” It’s from feeling like the business is running you, instead of the other way around.

Taking back just one ounce of control can change everything. When done right, that “firing” conversation actually goes well. They might even thank you. And you’ll get (at least the illusion of) control back.

Feels pretty damn good.

-k

If this hit a little too close to home, if you laughed, or if you’re already ranking your clients in your head…hit that subscribe button. We talk about the real stuff here. With a little sarcasm, a lot of heart, and no sugarcoating.