This guide provides a detailed breakdown of how to take 100 listings in 2024, based on a 12-point strategy. By following these steps and staying consistent, you can achieve this goal.

Step 1: Develop a 240-Day Work Plan

  • Work 240 days out of the year, allowing for plenty of days off (there are 365 days in the year).
  • Set 1 listing appointment per day on each of those workdays. In the beginning, you may not hit this goal immediately, but consistency will help you get there.
  • Over the course of the year, you’ll aim to set 240 listing appointments.
  • You’ll actually go on 200 of those appointments, as 20% may cancel or reschedule.
  • Out of the 200 appointments, you’ll aim to take 100 listings — a 50% close rate.

Step 2: Set Your 100 Listing Goal and Stay Focused

  • Set the goal to take 100 listings in 2024 and keep this goal in front of you at all times.
  • Write it down on sticky notes and put them in places you see daily, such as your car, bathroom mirror, refrigerator, kitchen cabinets, and nightstand.
  • Stay obsessed with your goal and visualize achieving it constantly.

Step 3: Increase Your Listing Appointments

  • Two ways to set more appointments:
    1. Increase the quantity of people you talk to.
    2. Improve the quality of your conversations.
  • It’s a numbers game: the more people you talk to, the better chance you have of finding someone ready to sell.
  • It’s also a skills game: the better you communicate, the fewer people you’ll need to speak with to set an appointment.

Step 4: Stop Overthinking and Take Massive Action

  • Take action consistently. Simply learning and preparing won’t make you money — action does.
  • Stop overanalyzing, and start doing. Implement what you learn, even if you’re unsure at first.
  • Learn as you go, taking massive action every day.

Step 5: Stop Making Excuses and Take Responsibility

  • Stop blaming external factors like the market, economy, lawsuits, broker, or family.
  • Take control of your career by being responsible for your own results. Successful people don’t make excuses; they own their outcomes.

Step 6: Stay Focused and Remove Distractions

  • Eliminate distractions in your work environment to stay laser-focused on your goal.
  • Clean up your office, shut down unnecessary computer tabs, and turn off notifications to maintain focus on income-producing activities.

Step 7: Be Energetic and Confident

  • Approach your calls and meetings with energy and confidence. No one wants to work with a slow or insecure real estate agent.
  • Excitement sells. People are drawn to your enthusiasm, and your energy can make up for a lack of experience or skill.

Step 8: Follow a Consistent Daily Schedule

  • Monday-Friday, 8 AM – 12 PM: Call prospects.
  • Saturday, 9 AM – 12 PM: Call prospects.
  • Priority of Calls:
    1. New Expired Listings (today’s expireds).
    2. New For Sale By Owners (FSBOs).
    3. Older expireds (in reverse chronological order).
    4. Older FSBOs (in reverse chronological order).
    5. Past clients and sphere of influence (divide the total number by 55 to determine how many to call each day).
    6. Neighborhood calls (calling people in a specific neighborhood).
  • 1 PM – 5 PM: If no listing appointments, go door-knocking. Knock on the doors of people you couldn’t reach by phone (FSBOs, expireds, and leads).
    • For every FSBO or expired listing you knock on, door knock 10 neighbors on each side to generate additional conversations.

Step 9: Refer Buyers and Focus Only on Listings

  • Refer all buyer leads to another agent and collect a referral fee. Focusing on buyers will distract you from your primary goal of securing 100 listings.

Step 10: Follow Up on Leads Obsessively

  • Be obsessive about following up with leads. Don’t let any leads fall through the cracks.
  • Avoid the situation where a lead you’ve been nurturing lists with someone else because you didn’t follow up soon enough.

Step 11: Protect Your Mind and Stay Positive

  • Protect your mind by avoiding social media, cutting out negative people, and staying away from the news.
  • Bombard your brain with positivity: Read, watch, and listen to motivational, inspirational, and powerful content every day to reinforce a positive mindset.

Step 12: Track Your Progress and Adjust Actions (Not Goals)

  • Track your progress regularly to see if you’re on track, behind, or ahead of your goals.
  • If you’re falling behind, don’t lower your goal — increase your actions to catch up.

Final Thought: Success Requires Consistency

Write down and remind yourself daily:

“Successful people do what they are supposed to do on the days they don’t feel like it.”

You will have days where you don’t feel like working or following through, but push through. Successful people are consistent regardless of how they feel.

By following these 12 steps, you can achieve your goal of taking 100 listings in 2024. Stay consistent, take action, and keep moving forward!