How a Cape Cod team leader nearly canceled Ylopo—then closed $6M in 30 days by fixing her follow-up system.
Cape Cod team leader Livia Monteforte was about to cancel Ylopo.
She had been a client going back to the Tiger Lead days and had a long working relationship with CEO Howard Tager. The technology was generating leads.
The problem, when Howard pushed back on the cancellation and they pulled the data together, was that almost none of those leads were being followed up on consistently. The signals Ylopo was producing about contact intent and timing were going largely unread.
"We're cancelling," she had told him. "It doesn't work."
Before accepting that, he offered a direct counter-proposal: spend 30 days fully building out a follow-up system, work the signals, and track what changed. She took it.
By the end of that window, her team had deals under contract. They closed over $6 million in transactions.
Then she called Howard back.
"I was wrong. I'd like to stay."
She walked through how that turnaround happened at the Ylopo Success Summit. The full session is below.
👉 [Watch Livia Monteforte's full Success Summit session here]
The rest of this breaks down what the process revealed about where many teams lose transactions they've already paid to generate.
When the lead problem turned out to be a follow-up problem
The 30-day challenge produced a finding Livia describes as difficult to hear: her team wasn't short on opportunity. They had leads, behavioral signals, and data.
What they lacked was an organized system for acting on any of it before contacts went cold.
The rebuild started with Ylopo's behavioral tags, which track what contacts in the database are actively doing:
Viewing seller reports
Checking home values
Responding to AI nurture sequences
Asking to be connected with an agent
Those signals fed into smart lists inside Follow Up Boss that showed, on any given morning, which contacts warranted outreach and why. MaverickRE's nudge list became the team's daily starting point, surfacing anyone who had gone unanswered and prompting follow-up before the end of the day.
The contacts most likely to slip through are the ones with timelines six months out or further. Those tend to be the transactions that close with a competitor, not because the competitor did anything exceptional, but because they showed up more consistently over that stretch.
Livia's team addresses this with short outreach tied to relevant signals rather than scripted check-ins.
That outreach discipline extends to a segment many agents underwork: people they've already closed a deal with.
Why past clients are the most underworked segment in most databases
The case Livia makes here is straightforward. Agents who lose referral business rarely lose it to a competitor with a stronger pitch.
The more common scenario is a competitor who happened to reach out first.
Past clients have been through a transaction. They know the agent's communication style, have context on how the process works, and don't require the weeks of nurturing a new lead does.
The relationship equity is already in place.
Her team keeps past clients inside the Ylopo ecosystem on seller report updates, which creates a reason to show up with relevant market context rather than a generic touchpoint.
Over enough contacts and months, that pattern of consistent presence tends to produce referrals and repeat transactions that didn't require new lead spend to generate.
Running alongside this is what Livia calls mind share: the positioning work that makes her the name someone thinks of when they finally decide to move.
Ylopo's dynamic remarketing keeps her brand visible to contacts who are engaging with the platform before they're ready to transact.When behavioral signals eventually fire, she's already a familiar presence rather than a cold call.
Agents who skip this work often find themselves competing from scratch for a contact they've spent months and budget generating, and by that point, someone else has frequently already entered the conversation.
That familiarity has to be built somewhere. For Livia's team, open houses are among the most reliable first-contact opportunities in the business.
Why Livia's team commits to at least three open houses per month
An open house puts an agent in front of buyers who have already self-identified as interested in real estate, at a specific price point, with no pressure on either side. The first impression and the lead generation happen at the same time.
Livia will take an open house at a $5 million listing another agent doesn't want to staff, because the buyers walking through are exactly the contacts she wants to meet in her market.
Where many agents don't follow through is in what comes after. Before the open house ends, she records a brief video and sends it to everyone who came through, with links to property details and related listings.
Follow-up goes out every three to seven days from there.
The people who register as curious neighbors frequently turn out to be sellers quietly evaluating who they'd list with. Treating them that way from the beginning changes how the relationship develops.
Watch the full session
Livia covered all of this at the Ylopo Success Summit, including the exact smart list filters she uses in Follow Up Boss, how each list is built, and what she says when reaching out based on specific behavioral signals.
▶️ Watch the full session below:
Want to go deeper on any of this?
The session moves quickly. If a specific piece is worth slowing down on, whether that's the smart list setup, the open house follow-up workflow, or how she approaches past clients and seller reports, we can walk through it in more detail.
Reach out below and we'll go from there.
Ylopo's behavioral tagging, AI lead nurture, and dynamic remarketing are the tools Livia built this system on. If you're not already using them, book a demo today.
Aaron Franklin
Head of Growth
Aaron "Kiwi" Franklin is the Head of Growth at Ylopo and a serial technologist and entrepreneur who has over 25 years of experience creating digital solutions for major brands and pioneering companies where technology and real estate meet. His depth of expertise stems from leading development of the first website for Apple to founding a global community of over 1,000 elite athletes.