This guide outlines the core practices and strategies used to consistently sell over 100 homes per year, with a goal of 150 homes. It focuses on outbound prospecting, improving listing presentations, building a lead pipeline, and enhancing past client relationships.

Step 1: Commit to Daily Prospecting

  1. Set a Regular Prospecting Schedule:
    • Prospect for at least 2 hours a day (8-10 AM is ideal).
    • Stay consistent by marking each day on your calendar as completed.
    • Adjust your time as needed, but aim for consistency, even if some days are shorter.
  2. Target Expired Listings:
    • The primary source of leads should be expired listings. Focus on these because of the higher likelihood that they still need a real estate agent.
    • If an expired lead doesn’t respond the first time, keep calling until you make contact. You may need to follow up 10-12 times before getting through.
  3. Use Efficient Lead Generation Tools:
    • Invest in a reliable data provider such as Vulcan 7 or a similar service for better lead contact information.
    • Use tools like ForWarn to enhance your contact data accuracy and improve your connection rate.
    • Focus on improving your contact rate to at least 4 contacts per hour.

Step 2: Build and Nurture Your Lead Pipeline

  1. Don’t Stop After One Call:
    • Understand that not all prospects will be ready to meet after the first conversation. Follow-up is key.
    • Use every contact to build a relationship and add leads to your long-term pipeline for future appointments.
  2. Organize Your Pipeline:
    • Use a CRM system like Cisu or Vulcan 7 to track every lead, ensuring that no opportunity is lost.
    • Record each lead’s contact status and schedule follow-ups. Keep consistent notes on lead interactions to personalize future calls.
  3. Measure Your Pipeline’s Growth:
    • Track how many appointments come from new contacts vs. follow-up efforts. Over time, a strong pipeline should generate more appointments from nurtured leads.
    • Evaluate your conversion rates at regular intervals, adjusting your strategies as needed to keep growing your business.

Step 3: Improve Your Sales Skills and Listing Presentations

  1. Master the Art of Listening:
    • Focus on active listening during prospecting calls and appointments. The better you understand the prospect’s needs, the more effectively you can help.
    • Pay attention to tonality and motivation cues during calls to assess the lead’s level of interest and urgency.
  2. Structure Your Listing Presentations:
    • Approach each listing presentation with a clear structure. Present the three main things you plan to accomplish during the meeting, such as price bracketing, marketing strategy, and your plan for selling the home.
    • Instead of “winging it,” create a more polished and professional presentation to differentiate yourself from competitors.
  3. Provide Value Regardless of the Outcome:
    • Even if a client doesn’t list with you immediately, offer valuable insights that will help them sell their home. This builds trust and positions you as a resource for future opportunities.

Step 4: Maximize Your Listings and Follow Through on Appointments

  1. Go on as Many Appointments as Possible:
    • Aim to average at least 28 listing appointments per month. This high activity level is crucial to building momentum and consistently closing deals.
    • Follow the structure of your presentation, confidently presenting your value proposition.
  2. Convert Appointments into Listings:
    • Use the skills you’ve developed, like listening and structuring your presentations, to increase your success rate.
    • Stay persistent in getting the listings you want by building relationships and rapport with the homeowners.

Step 5: Build and Engage Your Past Client Base

  1. Focus on Past Clients:
    • Start following up with your past clients regularly. This has been an underutilized source of business for many agents, including Jody.
    • Schedule regular touchpoints like calls, emails, or appreciation gifts to keep your name top of mind.
  2. Create a Follow-Up System for Past Clients:
    • Use your CRM to organize your past clients and set up reminders for regular follow-ups.
    • Include these clients in your pipeline so they receive consistent value from you. Send them market updates, newsletters, or invitations to events.
  3. Leverage Referrals:
    • Ask your past clients for referrals after a successful transaction or during follow-up calls. Make it easy for them to recommend you to friends and family by providing a stellar experience.

Step 6: Stay Committed to Proactive Prospecting

  1. Believe in the Power of Prospecting:
    • Understand that proactive prospecting is the key to selling 100+ homes per year. Passive marketing will only get you 10-15% of your deals.
    • Daily prospecting builds your business, and even if some days don’t yield results, consistency will lead to steady growth.
  2. Set Tangible Goals for Each Prospecting Session:
    • Measure success by the number of appointments set, rather than just contacts made. Keep yourself motivated by tracking how many listings result from your calls.
  3. Develop a Winning Mindset:
    • Believe that each call can lead to business. Keep your confidence high, even after days where contacts are minimal.
    • Know that consistent effort and persistence are key to building long-term success, even in tough market conditions.

Step 7: Organize Your Business and Streamline Processes

  1. Invest in Tools to Organize Your Leads:
    • Use Cisu or a similar CRM to streamline and track your prospecting efforts. Move away from manual tracking (e.g., legal pads) to ensure no lead is missed.
    • Automate follow-ups and reminders to maintain contact with leads and clients at the right intervals.
  2. Refine Your Process Over Time:
    • Constantly evaluate your systems to ensure efficiency. Look for areas where you can save time, improve follow-up, or increase conversion rates.
    • Work with a coach or mentor to fine-tune your listing presentations, scripts, and prospecting strategies. Continuous improvement is key to staying competitive.

The Path to 100+ Deals Per Year

By focusing on daily prospecting, building a strong pipeline, improving your listing presentation, and maintaining relationships with past clients, you can consistently sell over 100 homes per year. The keys to success are persistence, organization, and continually improving your skills. Stay proactive and refine your business systems, and you’ll achieve long-term growth and success.