A real-estate agent tracked every listing in a Google Sheet and built a system to extract multiple deals from each one: buyer leads, referrals, repeat listings, and sign-call buyers. Over 18-24 months, they raised transaction yield per listing from 1 to roughly 2.5-3 deals by adding seller-intake questions, open-house tactics, and weekly Loom videos to stay in touch.
Free time. You took a listing, how many deals did you turn it into? You get the listing sold. So obviously there's one deal there. You could get a buyer off of a yard sign call or advertising it. So there's another potential deal there. You can get a referral from that client. So you could do such a good job that that client actually brings a referral to you. That's another deal. You could help that seller buy, even if they move out of the market. Hook them up with an agent, get a referral fee, and then you can get a listing, another seller in the neighborhood, potentially you've got the Y sign. You could do door knocking, you could hold it, whatever. We implemented this, and I'm not saying necessarily go and implement it as as far as we did, but we would track every listing we took, put it in a Google Sheet, 123 Main St. And we would literally source every deal to whether it came from a listing we took. And so our goal, instead of having just listings sold 1 out of 5, 20% of the potential, we were able to move it from about one to two and a half, three over 18 or 24 months. We didn't have all the systems built in. We didn't even have a checklist on our seller intake form if they were moving in town or out of town. I mean, it sounds stupid, but we actually lost deals because we forgot to ask sellers if they were buying. So like, not every time. Sometimes we got both sides just because they knew we were full service agents. So that was one way to button a bowl. And then we were like, okay, what would have to be true for us to get a referral from every seller that we've worked with. And that's where the promise came in and multiple touch points and doing a great job with the weekly loom videos or whatever and making sure we ask for it. And then a buyer in the neighborhood, okay, so let's get the right yard signs in place. Let's get open houses or. So we built out systems to support getting as many of those five commission checks as possible. It's called the listing Marketing Maximizer. It's worth just watching it to get to get like an idea of how you could think about your business. So now the focus is no longer like, hey, I'm going to buy some buyer lease or I'm randomly going to do open houses. The sole focus of your business is to acquire listings and then you have systems in place or your building systems to capture those additional transactions.
