When you're turning a page with your company and saying, “We want to take our business to the next level. We want to grow. We want to have a year of growth,” what does that actually mean in practical terms? How do you put that into motion in a real, meaningful way?

The first step is to set goals for your firm. You need recruiting goals. You need listing goals. You need sales goals, and you need closing goals.

The recruiting goals fall squarely on your shoulders. You have to figure that out. You have to dive in and work a system, a program, a path to performance. We give you that through the brokerage coaching we offer.

But the other three goals—sales goals, listing goals, and closing goals—are the responsibility of the entire team.

It still falls on your shoulders as a leader, but it also falls on the shoulders of everyone who works for you.

Here’s what you should do, and what most brokers do not do. You need to ask, “What is our closing goal? What are we trying to do on a monthly...

Let’s say you meet a buyer at an open house, online, or at an event, and you think, "Hey, I’ve got a hot lead here." Then they cool off. Ever have that happen?

Here’s the issue: Most buyers are not immediate buyers. About 75% of buyers are in the buying cycle for six to nine months before they actually close. Only around 25% of the people you meet will buy within the next 30 days.

The problem is, most agents don’t have a strong follow-up plan.

Your follow-up process should have at least five touchpoints during the buying cycle—and for many of us, it probably needs more.

Think about your follow-up: How often are you reaching out? And how many different media channels are you using?

Sure, you can just call. Or just text. Or send video texts. Or rely on social media. Or mail letters.

But really, you should be doing all of it.

The one thing I want to emphasize today is the concept of a video drip campaign.

This is a system anyone can implement, yet almost no one is doing it.

Even ...

Hey guys, let’s talk about your power base and why it matters. Your power base number is a great way to measure the health of your database. In real estate, our databases generate the majority of our sales—this has been proven time and time again.

Let’s break it down with some math, because the path is in the math:

If you have a database of 200 people, how many transactions should that generate? The ratio is simple: 10 to 1. For every 10 people in your database, you should generate one sale. So, a 200-person database should produce about 20 transactions.

That’s a general guideline. Let’s make it personal. To find your power base number, take the number of transactions you’ve closed in the past 12 months and divide it by the total number of people in your database.

For example, if you have 200 people in your database but only closed 10 transactions, divide 200 by 10. That gives you 20, meaning for every 20 people, you’re averaging one closed transaction. That’s not great because we ...