I'm down in San Diego this week, getting ready for our mastermind event Oct 2-3.

On the drive out, I spoke with a new client on the phone who hired us to help him double his home sales. He’s selling 25 homes a year – and wants to sell fifty homes a year.

It takes him three appointments to get a closed deal, so he needs to go on 150 appointments a year (roughly three a week) with someone who is open to hiring him as their Realtor.

We set up three pillars to reach this goal…

1. Past Clients / Sphere – Everyone who knows him is going to get 2 videos and 1 lead-generation message a month by email, social media, and retargeting (including a postcard to his top contacts). This is in addition to the home value drips from his CRM. This is what that looks like with us. His assistant will call everyone on the list to offer a moving strategy call with him 2x/year. 

2. Online Buyer Leads – He spends $2,000 a month on PPC buyer leads with the help of a lender. To get these strangers to take an appointment with him after they opt in, he’s going to send them 10 hyper-relevant videos to warm them up. An assistant will then call to offer a home-buying strategy call. We're going to help him make the videos at no extra charge.

3. Targeted Zip Codes – He’s going to target downsizers in 4%+ turnover zip codes who have lived there for 15+ years to invite them to a home-selling workshop. He will teach one class a month for each zip code at a local library (also livestreamed on Zoom). An assistant will make the invites, along with YouTube ads targeting homeowners and cold emails from Eventbrite. We will shoot and edit the ad for him.

The key is that our client agreed to delegate the one-to-one appointment setting work and use his newly freed-up time to communicate one-to-many. This way, a calling assistant can handle offering and scheduling meetings, since they are reaching out to people who know him.

So there you have it - a plan to book three appointments a week. He loved the simplicity of it because he told me he can’t make any more calls himself (and he’s in the financial position to buy back some time). It’s now just a matter of removing distractions and executing it every day...and growing as a better teacher and manager.

We agreed to share the risk that he will set at least six additional appointments in the next 90 days as we build the systems out. If all goes to plan, I’ll post an interview with him and his results after a year on this page.

Frank