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Thank you for your words of wisdom and experience. I have already benefited from some of the techniques in your materials. My return on investment will be huge! Thanks again. Mike Fortin, Platinum Group REALTORS®


A Business Plan For A Great Agent – Part 2 May 10th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

This is part 2 of a business plan for a 50-transaction a year agent with two assistants who have goals to double your business. (go here to read part 1)


You need to time-block all communication periods.  The hardest item to control is the access you give the world.  At your level of production, it is hard to move forward unless you control the interruptions.  In two hours each day, have two time-blocked periods that everyone knows about.  Please fit all outgoing calls, E-mail, and snail mail during these times.  Voice mail can be monitored and problems handled (or begun the process of being remedied) so when the return call is made to the caller, the problem will then be handled or soon be resolved.

Listing Leads in the “A” Class – The “A” class includes anyone interested in listing in the next 90 days.  These individuals should get a call from the agent once a week.  This is a time-blocked activity for the agent.  If they say, “Don’t call me for 60 days” look for something of value to call them with anyway, like maybe a new comp.

Pendings — All pendings should hear from the closing coordinator once a week and from the agent once a week.  You should nicely request referrals in almost every contact.  This is a time-blocked activity for the agent and the closing coordinator.

Seller Contact — Sellers should be contacted once a week by the agent.  This is another time-blocked activity.  The goal is to have them believe that you are working toward their goals and also to achieve a price reduction or a value enhancement.  Sometimes an assistant can fill-in with these calls for the “easy-to-handle” sellers, if the property is already priced correctly.

Lead Generation – The lead generation activities that we talked about earlier in the first section need to be time-blocked.

Buyers in the “A” Class – This needs to be a time-blocked call once a week from the buyer’s rep to make sure everyone is on the same page.

Buyers in the “B” Class – This group is to get handled with auto-list software.

Sellers in the “B” Class – This group is handled with calendared call back dates.

Balance — Everyone else is handled with the database program, which we have already detailed.

Meetings – Have an office meeting once a week.

Hot Sheet – Review of the daily hot sheet needs to be a time-blocked activity by the agent.

Confirmations — All appointments need to be confirmed before leaving the office.  This can be an assistant activity.


Hit Ratio — The hit ratio on closed listing contracts needs to be increased by being more concerned with the seller’s goals.  You become more concerned by asking more questions and having them interact by completing your questionnaire forms, prior to the meeting.  These question lists and the entire process is detailed in our system entitled Beating the Competition Every Time.

Listing Periods — In this market listing periods need to be increased to a year,

Commission — Increase your commission to 7%.

Listing Presentations — Cut listing presentations to half an hour for the average one.  Do not travel more than a half-hour for a listing, unless unusual circumstances.

Double-Ended Transactions:

DETs as Part of Your Buyer’s Program — As part of your buyer’s expanded services, you need find them a property from your database (another reason to contact your database), FSBOs, old expireds, mailings to area they want, etc.  This will WOW the buyers and increase your double-ended transactions (DETs).  DETs are the highest profit of all real estate transactions.

DETs as Part of Your Seller’s Program — On listings, please hold the listing as long as legally and ethically possible.  Put up sign and send just listed cards on the same day.  Hold only one open house that Sunday.  Contact all of your buyers in the “A” and “B” class and the balance of your database.


Work with fewer buyers. Eliminate the time-wasters by providing “hoops” that allow them to eliminate themselves when they will not participate in systems that are for their benefit.  They need to answer the thirty needs-analysis questions, be pre-approved by a lender looking to save them money with better products, agree to meet at your office to discuss your “unique inventory levels,” and sign a  “loyalty agreement” so you can spend the money necessary to achieve their goals.

Office Systems:

Office Checklists — All major office systems need to have a checklist.  Please review the table of contents on our website for the book entitled Stellar Checklists.  Assistants should be paid on the completion of transactions, where the checklists were completely done.  Assistants should be paid stipends for leads produced.

Lead Generation Checklists
 — Checklists should leverage lead generation.  For instance, a listing checklist should provide for the just listed cards sent out and the follow-up call.  It could also require the operator (assistant) to send letters to all old expireds in the area to let them know that buyers will now be brought into the area by your marketing efforts.  On the closing end, we should integrate such items as referral generation and just sold cards into the closing checklist.

The series of these items should be considered a minimum for an agent at your level who just wants to do more listing presentations and work on personal real estate development.  It allows for creative thought and leverages the most profitable and productive activities in real estate.


Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.


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