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Success is simple: Two listing appointments per week = a $20M pipeline. Build confidence, focus effort, and empower your agents to thrive!”

“The strength of the team is each individual member. The strength of each member is the team.” – Phil Jackson

You want your team to succeed, because when they are successful, you are successful! To help them grow in their success, you need to assist them in two ways: tackling the challenge of building a sustainable, profitable pipeline by making the most effective use of their time and effort, and facing their fear of rejection while prospecting.

To achieve this, they need a detailed formula that can lead to a $20M sales pipeline and the confidence to pick up the phone. Sounds manageable right?

Here’s how it works:

Step 1: Create a Sustainable Work Plan

Start with a plan that includes time off each quarter, so let’s say 48 work weeks per year. This allows for a week off each quarter to rest, recharge, and enjoy the fruits of your labor. Maintaining a good self-care routine is vital to keeping your agent’s head in the game, and should be treated with the importance of anything else in their business.

Step 2: Focus on the Key Activity

Identify the most critical activity that leads to growing their listing inventory: the listing appointment itself. The primary goal is to get in front of sellers and secure listing contracts, so seller-centric agents should aim for two listing appointments each week.

So, let’s do a little math to walk this through. If we have:

• 48 weeks × 2 appointments per week = 96 appointments per year

These appointments aren’t going to fall out of the sky, but will require effort including phone calls, emails, postcards, and videos. but the goal remains 96 appointments over the year.

Step 3: Apply Conversion Factors

A typical agent closes, on average, one listing for every three appointments. Therefore:

• 96 appointments ÷ 3 = 32 listings per year.

Assuming that 90% of those listings will sell (which is a conservative estimate, given today’s low-inventory and market conditions), we get:

• 32 listings × 0.9 = 28 sales

If 50% of those sellers also buy their next house with the same agent:

• 28 sales × 0.5 = 14 additional sales

Adding these together, we have:

• 28 sales + 14 additional sales = 42 transactions per year

Step 4: Calculate the Total Sales Volume

With the average U.S. property price in 2024 was $412,000, according to Redfin, though housing prices from state to state had a whopping range from $229,000 in Iowa to $787,000 in California. Let’s use the median price in our example:

• 42 deals × $412,000 = $17.3 million

Consider Higher Property Values

Out of all 50 states, 17 are currently seeing property prices that are significantly above the national average. According to Redfin data, that means that 107 million people (about a third of Americans) live in these states, making a $20 million pipeline even more achievable with just two appointments a week.

Why Listing Agents Thrive

I frequently saw that getting listings is truly a numbers game, and when you look at the math, it seems so simple and straightforward. Helping your agents create a sustainable career involves a listing strategy that minimizes competition. Focus on two listing appointments per week, reducing exposure to competitors (less than 20% of agents pursue listings), and maximizing returns on marketing through property portals and their sphere of influence.

The other side of the coin here is building up their confidence so they can pick up the phone to prospect through their fear of rejection. Helping your agents focus on making their commitment to helping people rather than trying to wrangle a listing appointment out of a potential client shifts your agent’s focus onto something more positive and authentic rather than “selling” or convincing a seller to talk to them. Nobody likes to feel like they’re being talking into something, but approaching these calls from a place of service changes the scope of the call.

Related reading: Fostering Confidence: The Truth Behind Developing Your Teams Unique Strengths

Teach and Implement the Math

Take the time to educate your team on this approach. When you boil it down to only two listing appointments a week, that can lift the pressure that many burnt out agents feel to be out there on listing appointments all day, every day. Share it with new agents, especially, giving them a great start to their business. If 80% of agents focused on potential sellers rather than chasing buyers, there is a very good chance that your team would likely generate more inventory, and thus, more success.

To ensure long-lasting success for your agents, focus on these two simple formulas:

• 48 weeks × 2 appointments per week
• 3:1 closing ratio

Following this simple method, they can achieve a $20 million pipeline and build a sustainable, profitable career.

Related reading: How to Resuscitate Your Real Estate Business

Conclusion

Breaking down a big goal like $20 million in sales a year can feel daunting, but when you break it down into what must be accomplished each week turns that big goal into manageable bites, making your agents feel more energized and equipped to tackle it.

Related reading: Cogo Capital – A Formula For Real Estate Success

For Your Agents…

As we step into another promising week, I want to remind each of you of the incredible potential you hold. Our journey to success is built on the simple yet powerful strategy of securing just two listing appointments per week. This is not just a goal; it’s the blueprint to a $20 million pipeline.

Every call you make, every email you send, and every conversation you have brings you one step closer to that goal. Remember, it’s not about the number of hours you put in, but the focused effort you invest. Your determination and dedication are the keys to unlocking unprecedented success. Let’s commit to this strategy with unwavering belief and tenacity, and if you need help, know that we are here for you. Together, we can achieve extraordinary results.

Darryl Davis is an award-winning international speaker, real estate and business coach, and best-selling author of three books, all published by McGraw Hill Publishers.

For more than 35 years, Darryl has spoken to and trained more than 100,000 sales professionals around the globe to more than double their production year after year. His book,  How to Become a Power Agent in Real Estate, tops Amazon’s charts for one of the most sold books to real estate agents.

He was awarded the Certified Speaking Professional (CSP) designation by the National Speaker’s Association, which is given to less than 2% of all speakers worldwide.

Whether from a stage or Zooming into a virtual room, Darryl’s extraordinary humor, relatability, and natural gift for teaching real-world, results-producing skills and mindsets to audiences have made him a client favorite throughout his career.

Audiences will laugh, learn, and ultimately walk away better prepared for a changing world, with the tools, skills, and training they need to build their businesses with more ease and less stress and to design lives and careers worth smiling about.

Bring One of Darryl’s W.O.R.K. Topics to Your Organization! 

By providing your agents with the knowledge and insights they need to stay ahead of the game, you can ensure that they are equipped to handle any situation that comes their way!

Contact us here to learn more!