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If I Had 7 Closings and Wanted 30, I’d Do This · The Real Estate Agent Playbook

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if I closed seven homes last year and I wanted to close 30
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I would not start by buying more leads
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I wouldn't change brokerages
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I wouldn't rebuild my website
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and I definitely wouldn't add six new things to my calendar
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because I suddenly decided
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this was the year I was going to get serious
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I'd start with seven because if you've already closed five
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seven maybe 10 transactions
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you've proven something important
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and if you've closed more and wanna do more
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the numbers don't really matter
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you can sell real estate
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you're not trying to figure out whether you can do the job
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we're trying to figure out how to take something that has happened
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somewhat inconsistently
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and turn it into a business that can produce results more predictably
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and I think
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30 transactions sounds a lot more intimidating than it actually is
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when you're doing seven deals
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30 feels like this enormous gap
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23 more transactions 23 more clients
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23 more people I somehow have to go find
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but that's not really how I want you to think about it
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30 closings is basically
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a business that can produce two or three closings a month
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with some consistency that's still work
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I'm not pretending it's easy
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but that's a much more manageable problem than sitting there
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wondering where 23 strangers are going to magically appear from
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so before I worry about the 30
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I want to understand the seven
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I want to go back through those transactions
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and figure out how they actually found me
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maybe several came from relationships
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maybe one was an internet lead you followed up with for 6 months
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and maybe a listing created another opportunity
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maybe somebody had been watching your content for a long time
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sometimes years and finally decided to hit that call to action
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maybe one was just completely random
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I'm looking for patterns because before I build more business
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I want to understand the business that's already finding me
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if four of your seven deals came from people who already knew you
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that matters if a particular lead source produced three of them
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that really does matter if every time you go to a listing
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it seems to create another conversation or another client
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that matters too and if you look at all seven and realize
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you honestly couldn't recreate any of them on purpose
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that's also useful it doesn't mean you're a bad real estate agent
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it means you probably haven't built the machine yet
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but while we're looking at those seven
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there's something else I really don't want you to overlook
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those aren't just seven commission checks
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those are seven pieces of proof
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seven people trusted you enough to hire you
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went through the entire process with you
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and assuming you did a great job
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can now help the next person understand
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what it's actually like to work with you
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so yes I want the reviews
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I want the testimonials
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I want to use the stories from those transactions for your marketing
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not something generic saying another happy client
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tell me what happened
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what was the problem you helped somebody else solve
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what were they worried about
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what did you have to navigate
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and what was the difference at the end because you were involved
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that's the proof and it matters
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when the next person is trying to decide whether they trust you
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but I also don't want those relationships disappearing
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the minute the closing happens
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this is where something like the annual review becomes important to me
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check out my video on this channel about annual reviews
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and take it and make it your own
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the basic idea is that I want a reason to continue being useful
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after the transaction
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maybe we sit down a year later and look at what has changed
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their equity might be different
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their mortgage situation could have changed
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maybe their plans changed
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maybe the house doesn't fit the family
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the way it did when they bought it
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maybe an investment opportunity now makes a ton of sense
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and maybe the smartest recommendation
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is that they do absolutely nothing
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and that's okay and I'm not doing an annual review
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so I can discuss or disguise a referral
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ask as a client meeting
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I'm doing it because I want to keep being their real estate advisor
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after I've been paid and over time
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those relationships can absolutely become part of the path
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from 7 to 31 person refers
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a coworker someone else becomes an investor
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another client moves again
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a testimonial helps convert somebody who's been watching your videos
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I'm not telling you seven clients automatically become 30 transactions
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I'm saying don't act like you're starting from zero when you're all
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you've already earned
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seven relationships and seven pieces of evidence that you can do this
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use what you've built and then we look at the rest of the business
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because this is where two agents who both close seven homes last year
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might need completely different plans
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one of them might be fantastic
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when they actually get in front of somebody
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they just aren't creating enough conversations
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another agent might be talking to the same people all day long
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but almost nobody agrees to meet with them
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another might get plenty of appointments
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but struggles to convert those meetings into clients
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and somebody else might sign clients just fine
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but their follow up is so inconsistent
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that half of the opportunities disappear
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somewhere in the middle those are completely different businesses
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that's why when an agent tells me I need more business
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my answer is usually okay
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from where
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because giving an agent more leads when the real problem is conversion
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isn't growth you're just pouring more opportunity into the same leak
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and now the leak gets more expensive
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this is where the numbers become really
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really important
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not because I want you living inside the giant spreadsheet
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comparing yourself to whatever conversion rate
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somebody else on YouTube told you
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you were supposed to have
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I care about your numbers
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there's really one place in this video where I want you thinking
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like a scoreboard at the end of the week
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I want to know how many meaningful real estate conversations happened
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how many appointments came from those conversations
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how many people committed to working with you
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what's going under contract and what's actually closing
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that's it because once we watch that for a little while
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the business starts telling us what it needs
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if conversations are low we know where to work
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if conversations are happening but appointments aren't
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that's different if appointments are strong and nobody is hiring you
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that's different again
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now we're diagnosing instead of guessing
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and that's really important
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because agents have this tendency when business slows down
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to change everything all at once
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a new lead source a new CRM
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a new script a new social strategy
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a new brokerage a new morning routine
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three weeks later we're exhausted
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we've spent a bunch of money
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and we still don't actually
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know what is wrong with the original business
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I would rather identify one meaningful leak and work on that
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the other thing I would look for is
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the part of your business
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that's already giving us signs that it wants to grow
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if relationships are clearly working for you
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let's get more intentional about relationships
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maybe that's the annual review
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a better database communication
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client events stronger referral conversations
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or simply doing a better job using proof
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these clients have already given us
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but that's one path maybe your opportunity is listings
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if every listing you take tends to create other business
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I want you to lean into that
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service the sellers incredibly well
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but also recognize that the listing gives you something to talk about
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it creates content it creates buyer conversations
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it creates conversations with neighbors
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it creates another visible example of what you're doing
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maybe content is already opening doors for you
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great then
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I don't want content to be something you do
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when you happen to feel creative on Tuesday afternoons
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I wanna build a real system around it
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so the attention connects the conversation
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and those conversations connect back to the business
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or maybe there's genuinely not enough opportunity yet
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that's possible too then yes
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we need to create more maybe that's prospecting
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maybe it's open houses maybe it's content
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maybe it's relationships maybe it's listings
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maybe there's a lead source
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that actually makes sense for your business
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but here's the deal I'm not anti Lee generation
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I'm anti using Lee generation as the answer to every problem
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because the goal isn't to do everything
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the goal is to figure out what is working
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what isn't working and what needs to become replicable
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I would rather see you build one engine you can actually operate
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than 5 strategies you touch occasionally
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and then eventually whatever the engine is
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it has to find the way onto your calendar
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I built an entire course on this
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that's the part that people skip
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I want more referrals sounds great
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but eventually there has to be some regular behavior
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that keeps you connected to people
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I want more listings eventually has to translate into conversations
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I want my content to grow
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my business eventually has to become an actual publishing rhythm
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instead of something you squeeze in when everything else is done
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because a goal without a weekly behavior
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is basically something you're hoping happens
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and I don't want you hoping your way from seven transactions to 30
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I want you to know what you're supposed to do this week
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that's one of the biggest differences between an agent
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who is constantly wondering where the next deal is coming from
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and an agent who is starting to build a real business
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the second agent still has bad weeks
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deals still fall apart listings still sit
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people still ghost them we're in real estate
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that's not going away but they have something to return to
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they can look at the business and say okay
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this is where we're strong
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this is where we're weak this is what we're working on
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that's also what we're seeing all the time
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when we're working with agents
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someone comes in convinced they need more leads and sometimes they do
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but sometimes we start looking at it in the business and realize
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there's already opportunity everywhere
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there are people sitting in the CRM who haven't heard from agents past
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clients disappeared after closing
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old leads were never really worked
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appointments are happening
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but they're not converting
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a list is creating attention
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but nobody is doing anything with that attention
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and let's be real some people have never logged into a CRM
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and been able to manage it on the phone
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but as listings stack up and more conversations are happening
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they find that gap is pretty obvious
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that they need to get something on paper
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and automate some sort of process
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whether that's just the task and the people you need to reach out to
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that's done inside every single CRM on the planet
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in those cases
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I don't want to immediately go find another 500 strangers
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I wanna get better at the opportunity
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that's already sitting in front of us
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then if we look at the numbers and determine the business truly
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does need more opportunity
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great now we go and we solve the problem right
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and the distinction matters
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because this is actually where I think confidence starts coming back
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when you're doing seven transactions and everything feels random
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every month starts at zero
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you're consistently wondering where the next client is coming from
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but once you understand how your business works
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that starts to change you know what you're supposed to do today
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you know what is producing results
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you know where you're losing people
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and you know you're trying to improve
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predictability creates confidence
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it doesn't mean I can promise exactly which two or three
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people are going to close the next month
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it means we're building a business
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that gives you enough evidence to know
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we're moving in the right direction
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and if this video give you a little bit more
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then just go activate your sphere or you need to make more calls
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and you want to see how it actually works
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through these businesses with agents
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I am offering two weeks of free coaching
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comment pass below you can see what's happening inside of our group
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we can coach you we can help you
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and you can see
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all you have to do is comment pass and you can check it out
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I don't care what your plans are
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what brokerage you're at anything
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I care about your success and I want to help you
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so come to the coaching listen to the conversations
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bring your numbers
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bring the part of your business that's frustrating you right now
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and see how we actually work through it
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not just me
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it's a group of coaches that I'm offering to you for absolutely free
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for two weeks I'm not asking you to take my word for it
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come see the room because once you go through this process
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there's a pretty good chance
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you're going to discover something
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that might be a little uncomfortable
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you may not actually need more leads
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and if the business you have right now is already leaking opportunity
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pouring even more leads into what might actually be the problem
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and making it worse that's exactly where we're going next
12:31
why more leads won't fix your real estate business
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and what I think you should fix before you spend another dollar
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trying to get it so subscribe below
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check out the next video
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I drop them every single Friday and we can have conversations
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but if you're interested in that free coaching
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comment pass and let's see what we can do in 2 weeks time
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it's happened I've seen it
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I've seen agents crush
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I've seen agents completely change their mindset over one call
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and everything changes so that could be you if you want it to be you
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comment pass we'll see you next time