The 20-Touch Summer Strategy: Building Pipelines While Others Vacation

Your competition is on vacation.

You should be building relationships.

The Summer Opportunity

August is when most agents check out.

They post about work-life balance and take long weekends.

You can win the next 90 days by working while they coast.

The 20-Touch Plan

Touch 20 people every day this week.

100 touches total before September.

These touches build your fall pipeline.

What Counts as a Touch

Phone call Text message Email Social media DM Video message Handwritten note

Any direct contact with a person in your database.

The Three Categories

Hot leads (5 touches per day): People ready to move in the next 60 days

Warm sphere (10 touches per day): Past clients and referral sources

Cold reactivation (5 touches per day): Contacts you haven't talked to in 6+ months

Hot Leads Dialogue

"I'm calling because fall market starts in two weeks. Where are we at with [their goal]?"

Direct. Simple. Gets to the point.

Warm Sphere Dialogue

"Checking in before fall gets busy. How's everything going? Who do you know thinking about buying or selling?"

Keep it casual. Ask for referrals.

Cold Reactivation Dialogue

"We haven't talked in a while. I wanted to reconnect and see what's new with you. Any real estate questions I can help with?"

Restart the relationship.

The Daily Schedule

8am to 9am: Call 5 hot leads 9am to 10am: Call 10 warm sphere contacts 10am to 11am: Call 5 cold contacts

Three hours. 20 touches. Done by lunch.

Track Everything

Create a simple spreadsheet:

Date Name Type of touch Response Next action

This shows your progress and what's working.

The Response Rate

20 touches per day = 8-12 conversations

100 touches per week = 40-60 conversations

40 conversations = 8-12 appointments

You're building September's pipeline in August.

Text Message Strategy

For contacts who don't answer calls:

"Hi [name], tried calling to check in before fall market. When's a good time to talk?"

Send after your second call attempt.

Email Strategy

Subject line: "Quick question before fall market"

Body: "[Name], I'm reaching out to my top contacts before September gets busy. [One sentence about their situation]. Can we schedule 15 minutes this week?"

Short. Direct. Clear call to action.

Video Message Strategy

Record personalized videos:

"Hey [name], I was thinking about you and wanted to check in on [their situation]. Call me when you have a minute."

30 seconds. Personal. Different from everyone else.

Social Media Touch

Comment on their posts. Share their content. Send a DM about something specific to them.

Social media touches work for people who avoid phone calls.

The Referral Ask

During every warm sphere conversation:

"Who do you know who might be thinking about buying or selling in the next few months?"

Ask everyone. Every time.

Past Client Focus

Prioritize past clients:

They already trust you. They know people. They'll move again eventually.

Past clients should get touched first.

The Objection: Too Pushy

You're not being pushy. You're being helpful.

People appreciate agents who stay in touch.

The pushy agents are the ones who only call when they need something.

What Happens in September

You start the month with:

Full appointment calendar Qualified buyers ready to go Listings about to hit the market Referrals from your August conversations

Your competition starts scrambling.

The Follow-Up Plan

After each touch:

Schedule next contact in CRM Add notes about conversation Set reminder for follow-up Move to appropriate category

Keep your system clean.

Common Mistakes

Touching the same people repeatedly. Skipping categories. Not tracking results. Giving up mid-week.

Finish what you start.

Your Next 5 Days

Monday: 20 touches Tuesday: 20 touches Wednesday: 20 touches Thursday: 20 touches Friday: 20 touches

100 touches total. Track every single one.

This builds your business while everyone else is at the beach.

About Tiffany Hampton, Real Estate Coach

Tiffany Hampton is a real estate coach for agents, teams, and brokerage leaders. She has worked in real estate since 1997 and has closed and coached more than 1,000 transactions. She holds the GRI, CRS, and ABR designations.

Her coaching is personality-based. Each agent gets a work style assessment, a one page business plan, and a weekly number to hit. Then she sets up AI tools for follow-up, content, and admin, so agents spend their hours on conversations and appointments.

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