The Exact Calendar I Used to Sell 4-5 Homes Per Month as a Solo Agent

What went well this last week? What didn't go so well? What do I need to start doing and stop doing based on this last week and what does next week look like? Make sure that you're, you're hitting all cylinders of life, not just the business cylinder. Like, did I connect with my kids? Did I really connect with my spouse? Did we hit the date night? I promise you, if you follow this calendar, this framework for 90 days, you will not recognize the person that you've become and the income that you're generating.

The real estate industry has failed to create a clear path to time and money freedom. Having helped over 5,000 families in my real estate career and coached thousands of agents to scale their businesses, I know what works and what doesn't. And my goal on this podcast is to share it all with you. The good, bad and ugly of building a highly lucrative lifestyle business so you can focus on what truly matters in life. You won't find any hype or fluff on this show, just real world tactics and strategies that get results.

You just gotta do the work. All right, what's going on? Real estate business builders. Another live stream training. So this is the exact calendar that I use to sell four to five homes per month as a solo agent. And the warning here is that it's probably stuff you'll already know and you may not be doing. And my ask of you is that you trust me, even if it's like, it just takes a little bit getting used to everything you want lies on the other side of you being able to organize your time and make better decisions with your time. And you know, when I was running and gunning selling homes back in the early days and you know, because some of you are like, oh, it's easy for you to say at this point. You're on the other side of it. This never goes away. Your ability to manage your calendar in a way where you can fit the important things in it, but also gsd, get stuff done at work. That's the whole game, right? It's the whole game of being massively successful in whatever thing you want to be successful in if your body isn't where you want it to be physically, which I've been on that roller coaster, you know, before the lose 25 pounds to gain 30 to lose 35 to gain, you know, that whole thing. But I finally decided that, you know, meal prep and getting my workouts in and all of those self care type things, they're in my calendar now and I don't miss them, right? So the journey here that I'm describing is me remembering back into the early days. And this is exactly, and I'm just going to share it here. This is exactly how we teach it now. I use Google Calendar. I like putting the stuff typically in business, anything that's red, the red in this calendar are the things that will sort of fill you up. Usually like quiet time or family time or stuff outside of work. I do yellow. It's like work that has to get done but it's not really dollar productive and green is money making. And then I have these work on business time blocks here. What color is that? That's like blueberry or something you get, you guys can see that. So this, this is what I would recommend for. You know, if you're, you're in production, you're maybe you hustled your way to 100k and you want to get to 250 to 500, you know, even to a million. This is the calendar you're going to need to, to master. Now. The only difference in my journey is that I, I had my new business development time blocks and I'm going to break this down and exactly how to do it. So I had my new business development time blocks. They were just at weird hours at that point I was following some MIT lead response study on the best times to call and it was like Tuesdays and Thursday evenings and Saturday mornings and it was really convoluted. Starting the day as early as you possibly can, 8am is actually preferred. But starting the day in new business development, that is you having as many conversations as possible in a three hour, focused, laser focused time block. And you do that at least five days a week. If your bank account isn't overflowing then you probably want to do it more than three hours a day. The one thing that was non negotiable when I was, you know, I sold 27 homes in my first 10 months and 44 homes my first full year and then 58. And I brought on a buyer agent at the end of that, that year, 2009 and that was like great financial crisis. We went from 15,000 agents in my market to 5,000 agents. It was not an easy journey, but I just decided that I was going to commit minimum non negotiable 12 to 15 hours a week of new business development. If you don't have leads, you've, you've got some potentially bigger, bigger issues. You guys have heard me talk before. There's no hard sell into million dollar agent method. But if you don't have Leads Million dollar agent method real Quick is a 13 week implementation program where the heavy, heavy lift, probably 9, 10 of the 13 weeks is to set up four lead gen levers in your business. So if that's, if you don't have that, we have to have a different conversation. Let's assume that you do know what you would do for those time periods. You're laser focused. The goal here is to get to 20 meaningful conversations a day. These aren't text conversations, they're not necessarily over social media or that sort of thing. You know, DMing folks, that's a good way potentially. And we have something called the agent Brand Authority builder where we actually teach that. But you've gotta slide that conversation out of, you know, you slide into someone's DMs and you gotta slide out into an actual two way conversation, phone conversation with a decision making adult. A lot of agents, you know, that don't have any sort of mastery of their calendar. They are making that time optional in their day. So the most important thing here is that you get the red in your calendar. The stuff that has to fuel all the, all the other stuff. So, so let's say mine is different now. I, I have a luxury now where I only work Monday through Thursday 11 to 4, which is awesome. I highly recommend it. But I did get my real estate business down to one day a week. It was Tuesdays when I was in town. So. So this is possible if you followed this to start. If you're not where you want to be and maybe you're hitting that 100k mark and you want to go to 250, 500, this is the calendar. But most important. So mine would look like something like this. If you put me back into production, I would start my day out with some quiet time, you know, Bible prayer, meditation. There's an awesome app, the Abide app. Highly recommend it. And then the family sort of gets up. You spend about an hour with the family, got a little bit of buffer time and then you are doing the thing that makes you money, right? Eat that frog by Brian Tracy. If you haven't read it, the frog we need to eat every day is new business development. And then the second frog is lead follow up. And then the red at the end of the night is that you are not available every night to do real estate. You are not available. Friday nights you're not available. I negotiated two late evenings when I was in production. So I had two, two. And I think it was Tuesday and Thursdays. This is just an example. But If I was talking to someone on Monday during my new business development time block here, if I was talking to them here and they needed an evening appointment, I would say, is it possible for you guys to maybe get out of work a little bit early? And I have a 4pm Open on Tuesday. Be like, no, we really have to have it at night. Okay, well how about Wednesday at 6pm Right. Because you've negotiated that. Or let's say if you have to move it to Tuesday, then you negotiate. You know, your spouse has to be on the same page. Your business can't trump everything all the time. I see that a lot of times. So these are sort of set in stone. There's not as many workouts in here as you, as you need. You need to figure out I only have one workout in here, so that's not going to get your physical body where it needs to be. But I highly recommend going through this process and deciding what you're. And then you have this on repeating. So it repeats every week, same thing. So the goal here is that you get all the red in your calendar.

Right?

Right. You've got your date night, you've got church, you've got your family time, family fun night. Friday nights, get your workouts in here in red. Maybe it's the middle of the day that you take a workout. Your mornings are new business development. This is when you're having those first time conversations with new leads that have come in. The lead follow up is an hour after you do a little bit of office work. You do 60 minutes of lead follow up. That's the 90% of folks that aren't ready to transact when you have a first conversation with them. Okay. Both of those time blocks are not negotiable. You do not open up email at 11:30 and everything explodes. And all of a sudden you don't, you don't get to your lead follow up. Right. And this lead follow up time block, that is to fill up the open appointment slots, don't have a bunch of white space on your calendar. Your goal is to pre decide when you're going to do business, when you're going to meet with a new buyer and a new seller. And then for sure you could do, I mean, at some point hopefully you're going to leverage out the showing of homes. That's not the highest pay that you could receive as a real estate agent. But if you're still showing homes, you can fill those appointment slots as well. But again it's you pre decide that. Okay, if I have A conversation with someone that's looking to sell their home. I offer them two times. So if I'm doing my new business development on Tuesday, I'm offering, you know, hey, I have a 4 o' clock tomorrow open or I've got a 2 o' clock on Thursday. And you offer them the times you want. Try to not offer them those 6pm times.

Right?

You want to do business as close as you can into normal working hours so that your family life doesn't suffer. Okay. So the morning new business development, that's first conversation with buyer, buyer and seller leads that have come in. Again, if you have the problem where you don't have leads coming in, then let's have a conversation. Go to million dollaragent Method dot. You do a little bit of office work. Do not check email, do not check texts. New business development is focused. Your goal is to get to 20 meaningful conversations a day.

Right.

And then you're filling these appointment slots. And then I, for, for probably maybe 18 months or so, I took appointments. I took three listing appointments every Saturday. For me it was nine, 11 and one. And it just, I, I probably didn't have to do it as long as I did do it. But I would typically, if not take all three, I would take two of the three. So it was like a really good dollar generating like high dollar productive activity for me. But you decide ahead of time. Are you going to work Saturdays? I generally took Sundays off.

Right.

But I had Saturdays was by appointment only.

Right.

It's not just this willy nilly. My week just explodes on me. And you're telling your spouse like, oh, I told you I would take the kids on Saturday, but I had that appointment come up. It's like you had the appointment come up? How'd you have an appointment come up? It's like, well, they told me they wanted to go see homes, you know, Saturday at 1. It's like, well, you don't work Saturday at 1. If you want to work Saturday at 1, make sure it's in your calendar. Give that appointment away. But your spouse is on the same page or any other important constituents in your life, they're on the same page as you. Probably the most valuable thing in here, two valuable things, this work on business, this is when and I if you want to build like a legit business and have a shot at scaling it or at least making an unreasonable amount of money in a reasonable amount of time, these time blocks where you're working on the business, you're building marketing systems, you're building lead Conversion systems. You're building out your sales, your consultation frameworks, your pre list, all the stuff, it's all the stuff we build with you in the 13 weeks and million dollar agent method, by the way, that's a work on business time block, right? So get those in your calendar as well. That's where you're moving the business forward. Sunday, I recommend you're doing a weekly planning session. So this is just time where you are reflecting back what went well this last week, what didn't go so well, what do I need to start doing and stop doing based on this last week. And what does next week look like? Maybe have a conversation, bring your spouse in for part of it. You know, make sure that you're hitting all cylinders of life, not just the business cylinder. Like did I connect with my kids this week? Did I really connect with my spouse? Did we hit the date night? Did you know all of that stuff? Right, so that's the weekly planning session. I promise you, if you follow this calendar, this framework for 90 days, you will not recognize the person that you've become and the income that you're generating. Okay, so very simple lesson this week. There's not a lot of magic around this. I dare you to implement this into your business and your life and then report back. And if you need help building out all the systems around lead generation, we've got 12 lead generation levers, two that we mandatory, we install two that are optional, but we install four inside of 13 weeks. All of the lead conversion nurture sequences, all of your sales frameworks, even leverage client care if you need to bring on a BA or a showing agent or whatnot. We do that all in a 13 week build out. So go to milliondollaragentmethod.com if that's you. And much love, we'll see you soon.