In the cutthroat world of real estate, closing 100 homes a year is no small task. Many agents struggle to stay afloat, let alone hit triple-digit sales.
So how did I do it, year after year?
It wasn't luck. It was having the right strategies in place - the pillars that form the foundation for sustainable success.
Over my decade in the industry, I've worked with countless agents who possessed the drive but lacked direction.
Agents like Daniel, who after two years of hustling had little to show for it. He did everything the gurus preached - attended seminars, hired coaches, networked - yet the results just weren't there.
Why? Because Daniel was missing the pillars that matter most:
- Strategic Expertise - the ability to predict and navigate market shifts
- Unwavering Confidence - to negotiate fearlessly and close more deals
- Differentiation - crafting a unique brand and becoming the go-to expert
That's where I came in.
When Daniel joined my mentorship program, I gave him the exact blueprint that took my business from mediocre to elite.
This is the same blueprint I will give you in this document.
The things my 6-pillar framework delivers is:
- A Customized Strategy - addressing his specific challenges
- A Mindset Makeover - instilling an assertive, confident persona
- Personal Branding - helping him stand out in a crowded market full of agents online
The results? Daniel closed 57 homes in his first year with me - a 428% increase!
Before you read any further, I want to make sure you’re not wasting your time.
Who this case study is for:
Agents who are ambitious and growth-oriented
Agents with less than 20 transactions yearly
Those receiving inadequate broker support
People wanting to scale beyond a solo agent
Agents struggling to find and close listings
Who this is NOT for:
Part-time agents with no intention on being full-time
Agents complacent with their current results
Top producers already earning $500k+
Large teams with extensive infrastructure
Those looking for a passive, low-effort approach
People wanting quick fixes without work
If you’re not familiar with me and how I got to this point…
I got my start in real estate over a decade ago, as a broke solo agent. I was drawn to the freedom and potential upside, so I jumped in headfirst with no experience.
The early years were filled with trial and error as I struggled to make it work. Looking back knowing what I know now…there were deals that slipped away right in front of my face.
Not to mention the constant embarrassment of being rejected over and over again.
Despite relentlessly prospecting and grinding for three years, I was then stuck at 25 homes a year.
The long hours and stress were taking a toll.
Hitting a wall, my morale and motivation plummeted.
One year, at a real estate conference, I encountered a mega agent named Rick who had been averaging $1M net commissions a year for over a decade.
I was intrigued so I picked Rick’s brain on what set him apart.
Rick introduced to me game-changing concepts like lead nurturing, lifecycle marketing, and referral systems.
These insights opened my eyes to the strategic pillars required for sustainable success.
So now that I had Ricks wisdom, I built my business around the core pillars of strategy, marketing, and systems.
I refined this approach to align with the principles Rick exposed me to.
Within a year, my sales doubled. Two years later, I joined the 100 homes a year club.
Today, I stand as one of the top producers in my market. With a lucrative referral-based business, I enjoy flexibility and prosperity on my terms.
I turned this goal into a career that allows me to live life to the fullest and provide for my family.
I wake up every day grateful, excited, and ready to deliver exceptional value to my students.
Now, you might be wondering: what exactly is this mystical framework?
I call it the Six Pillars, the essential elements for sustainable success:
Pillar #1: Strategic Foundation
Why it matters: To thrive in real estate, you need systems and processes in place to guide your decisions and optimize your performance abilities.
Thats what Cade was truly missing.
Cade is a team leader who, at the time, was not producing. The team was not motivated so he wasn’t bringing in any income. During his first week with me, we created his business plan using my Strategic Business Plan template.
After him and his team implemented just the first 2 steps, they started seeing instant results.
Everyone needs a business plan. In real estate, people often confuse business plan with simply figuring out your goal numbers.
While that’s great, it’s not it.
Your business plan consists of 5 components:
Focus Areas
Goal Statements
Tactics & Dependencies
Measures of Success
And Timelines
You can watch Cade’s case study here
Pillar #2: Lead Capture
Why it matters: Lead generation is oxygen for your business therefore it’s absolutely necessary that you implement strategies to attract your ideal clients.
The strategies that are working the best right now are:
VIP’s
Current Clients
Social Media
Past Clients
Business Referral Partners
We assign a day and specific activities to them in order to get high-quality leads.
Once you implement this system around your lead generation, you can expect leads that are ready to go and that are QUALIFIED!
Here’s one of my students who’s a brand new agent getting results shortly after following my Theme Days
Pillar #3: Lead Nurturing
Why it matters: Converting leads into loyal clients is crucial but most agents struggle with this. This pillar allows you to build trust through value-based nurturing.
When it comes to nurturing, everyone puts people on a drip campaign of some sort.
The market has become saturated with drip campaigns and people don’t check their email like they used to.
So one way of lead nurturing is through monthly gifting.
Here’s some of our gift plan
It’s simply but effective.
We couple that with video and the results are through the roof.
Pillar #4: Closing Skills
Why it matters: Mastering the art of closing is what sets the pros apart. This is where you must sharpen your skills to seal more deals.
As a salesperson, you must know how to sell.
When selling, it starts with your Pitch.
There are 3 main parts of your pitch and a few sub-parts.
I’ll go over the main parts right quick.
1. Unique Value Proposition (UVP): A clear statement that describes the benefit of your offer, how you solve your customer's needs, and what distinguishes you from the competition.
2. Engagement: The act of keeping the listener's interest and making them want to learn more.
3. Call to Action (CTA): A clear directive to the listener, prompting them to take a specific action, like scheduling a follow-up meeting or viewing a property.
Once you have a refined pitch, you now have the listeners ears. From there, proceed with your script.
Pillar #5: Efficient Back Office
Why it matters: A back office without proper systems and mechanisms kills this whole process. Streamline your processes to ensure seamless movement from– brand new lead to the closing table and beyond.
That was a big missing piece of Paula’s puzzle.
Her back office was not the best. But she quickly saw how not having an efficient back office could actually hurt you and the business.
Here’s a little screenshot of just some of the back office organization you should strive for.
But more importantly, take a look at Paula’s case study
Pillar #6: Referral Generation
Why it matters: Past clients are your best source of high-quality referrals. Stay top of mind to gain more business on auto-pilot.
Once you master this, it’s smooth sailing.
As stated, my business has been running off of referral for the past few years now.
Imagine NOT having to cold call, door knock, or spend any money on leads and ads…
Well, it’s 100% possible. All you need to know is what to do and what to say.
It’s actually a simple formula. But from a high-level view:
One 3-minute phone call a month
One letter a month
Two events per year
Six gifts per year
Once implemented, you can expect results like these students:
I've used this exact framework to hit the 100 home milestone year after year, and so have my students.
Since I’ve helped so many agents get to closing at least 2+ homes every single month…
I know how frustrating it is to work around the clock but still have barely any appointments, inconsistent closings, and stagnant growth.
I know what it’s like to feel like all the training sucks these days.
If you’re wanting an actual step-by-step, aka “just tell me exactly what to do”, I have something for you.
I can help you completely transform your business and income in just 180 days.
Here's how:
First, we'll uncover exactly why you're not getting your dream listings and sales consistently.
I'll dig into your current lead gen, marketing, objections, sales skills - everything.
We call this the implementation session.
From there, we'll map out a custom action plan to 10X your results. I'll set you up with proven lead magnets to attract sellers and buyers automatically.
You'll get access to my million dollar swipe files so you can copy winning listing presentations word-for-word.
I'll be with you every step of the way.
We'll have 1 private 30-min coaching call a week where we master your mindset, skills, and strategy. Outside of those calls, you will have direct-access to me and my team for when you get stuck and we’ll unblock you fast.
Within 30 days, you'll see a dramatic difference in your lead quality and appointments scheduled.
In 60 days, your calendar will be packed and you'll need to start selectively choosing clients.
And in 90 days, you'll be closing at least 1-2 deals every single month - doubling, even tripling your income.
The system works, I've seen it hundreds of times.
Imagine 90 days from now earning an extra $30k a month thanks to a flood of leads, proven conversion systems, and the sales skills to close anyone.
This is your chance to finally achieve selling at least 2 homes a month.
But success doesn't happen overnight. It requires commitment, hustle, a willingness to implement what works (and avoid what doesn't).
I won't lie to you - it's not easy.
But few worthwhile things in life are. And the payoff?
Pure freedom.
The ability to live life on your terms.
If you possess the drive and are ready to put in the work, I'm here to guide you.
I'll personally hold your hand through the blueprint, mentor you through the obstacles, and help you implement the Six Pillars into your business.
Don't let another month slip by, stuck on the hamster wheel and barely staying afloat.
Don’t get distracted by a get-rich-quick scheme.
Don’t sign up for another outdated program from a coach who doesn’t even care about you.
Join me and my team, and break free from the shackles of mediocrity. Your time is now - seize it!
To chat about implementing the Six Pillars, book a strategy call with one of our coaches here.
