Point #1: Understand why you want 100 closings.
First, ask yourself why you want 100 closings. Is it for the money? Ego? Recognition? For me, at 24, 100 transactions meant about half a million dollars in commissions, which could get me a few options from my vision board. My main reason was to gain access to a mastermind group where the minimum requirement was 100 transactions a year. I was chasing growth.
If you can’t clearly articulate why you want it, it’s not going to happen. You’ve got to be able to see it, taste it, and feel it within reach.
Life at the New Level Activity:
I do this activity every year. You can’t plan for the next level if you don’t understand your current life. I want you to divide your page into two sections: 2023 and 2024. Write down what your life looked like in 2023—where you lived, what you drove, where you ate out, what gym you went to. This will help you understand the difference between your current life and the life you want when you reach your next goal.
If your goal is to go from $500k to $1 million in GCI, what will your life look like at $80k a month in income compared to $40k a month? You need to know what will change. Most of us are wired to make just enough to cover the bills and have a little extra. If you can’t articulate the impact of hitting your goal, it won’t happen.
Point #2: Make the commitment and tell the world.
Once you’ve made the commitment, tell as many people as possible. Whether it’s sharing it on social media or talking to people, create accountability by letting the world know about your goal. For me, I even had a license plate that reflected my commitment!
Point #3: Plan like you’ve never planned before.
Planning is crucial. In that first year, I learned the value of having a business plan, quarterly plan, monthly plan, weekly plan, and even a daily plan. Spend 30-60 minutes each week revisiting your goals and making sure you’re on track. But remember, don’t spend too much time planning—you need to take action as well.
Point #4: Set up tough accountability protocols.
To achieve your goal, you need strong accountability. I had accountability partners who held me to a high standard. For example, I wrote five $100 checks to a colleague and told him to cash one if I wasn’t in the office by 7:30 a.m. He ended up cashing all five checks!
You need accountability partners that won’t let you off the hook. Find people who push you to stay on track.
Point #5: Hire a coach.
That first year, I hired a coach, and it made all the difference. Having someone to guide and hold you accountable is key to pushing yourself to new levels.
Point #6: Start your plan on December 1st.
Give yourself a one-month advantage by starting your plan on December 1st, rather than waiting until January.
Point #7: Write out your perfect schedule.
You need to know what your day looks like. Write out your ideal schedule and follow it.
Point #8: Rewrite your schedule if it’s not working.
If your schedule isn’t working, don’t hesitate to rewrite it. You can’t wait until halfway through the year to make adjustments. Act quickly to stay on track.
Point #9: Focus on finding new business every morning.
The first thing on your mind every morning should be finding new business. It’s the only way to consistently hit your targets.
Point #10: Make 25 contacts before noon.
One of my key metrics was making 25 contacts before noon. If I hit that number, I knew I was on track for success.
Point #11: If no appointment is set in the morning, plan for the afternoon.
If you don’t have an appointment set by the morning, start thinking about who you’re going to see in the afternoon. Every day, I dressed like I was going to meet someone, even if I didn’t have an appointment scheduled.
Point #12: Always have the best materials for your presentations.
Make sure your materials stand out from the competition. Whether it’s marketing, listing presentations, or pre-appointment packages, your materials should be top-notch.
Point #13: Have regular call nights and prospecting blitzes.
For several years, I set aside Mondays as my ultimate prospecting day. No appointments—just prospecting.
Point #14: The best times for prospecting.
The best times to prospect are 8:00 a.m. to 9:30 a.m. and 6:30 p.m. to 8:00 p.m. If you’re door-knocking, the best time is 4:00 p.m. to 5:30 p.m..
Point #15: Follow-up is just as important as initial prospecting.
The majority of your appointments will come from the second, third, or fourth follow-up call. Consistent follow-up is key.
Point #16: Always close at least three times before leaving an appointment.
I never leave an appointment without closing at least three times for the signature. You need to ask for the business, even if it gets a little uncomfortable.
Point #17: Stop showing homes to buyers.
I stopped working with buyers altogether and focused on listings. Working with sellers takes less time and allows you to scale your business faster.
That wraps up the main points from my 100-deal-a-year plan. Each of these steps contributed to my growth from 43 to 102 transactions in one year. Apply them consistently, and you’ll see results in your own business too.