80% to 90% of real estate agents quit within their first few years. They're gone. They go get a real job. And the ones who stay, most of them >> [music] >> are selling four to five homes a year. That's the average in the United States. Four to five homes a year. So, what are top producers doing that everyone else isn't? I'm going to tell you exactly what it is, and I'm going to give you the exact [music] schedule for you for the first 90 days of your real estate career. [music] Day by day, hour by hour. And if you're not brand new, but you're in a slump, or you're just not selling as many homes as you want [music] to, put this 30-day schedule in place, follow it, and your business [music] is going to take off.

My name is Jackie Kravitz. I personally listed 1,500 properties, 150 for sale by owners and expired listings every year for a decade. I've trained over 10,000 agents, and my clients took over 6,000 listings last year alone. I'm about to give you the exact schedule any agent can use to predictably take two, three, or four listings per week every week. This is not theory. This is what I did, and this is what hundreds of my clients are doing right now to set qualified listing appointments every single day. And I promise you, it doesn't matter what your background is, and it doesn't matter where you're selling real estate. If you knew me when I got a real estate license, you'd for sure say I would be the last person that you would expect to ever succeed in real estate.

I had no experience, no money, no sales skills, no college degree. English is my second language, and I was a stay-at-home mom with two small children. One of them was 6 months old. So, when I tell you this schedule works, I'm not saying that because it sounds good. I say it because I did it, and I'll show you exactly how you can do it, too. Before I give you the schedule, I need to say something that is critically important. As a real estate agent, you have to think of yourself as a business owner, an entrepreneur, because that is what you are. You don't have a boss, nobody's going to fire you, nobody's going to take your real estate license away.

Agents can go years without selling a house, and they can still renew their license and pay their board dues. So, you have to make some important decisions about how you're going to approach this business. And here's what I see happens all the time. A brand new agent gets their license, they're excited, and then somebody at their office says, "Hey, do you want to hold an open house for my listing this weekend?" Somebody else says, "Well, you know, you should be posting on social media." Another agent says you should buy some leads. And guess what? Six months later, that agent has spent thousands of dollars, worked with a handful of buyers who wasted their time, sat in open houses where nobody walked in, and they have no listings, no closing, no money, and then they quit.

That's what happens, sooner or later, to 80% of agents. There's someone in your market right now who wants to sell their home today. If you talk to enough people, you'll find one. The question is, are you going to spend your time on activities that find that person, or are you going to waste it on things that don't produce a single dollar? Write this down. The single most important priority you have as a brand new agent is to make money. And you're going to make money by speaking with people and asking for business. Don't let anyone or anything distract you from that. Write this down. In your first 30 days, you're going to focus on four things.

I call them the four P's. Prepare, practice, prospect, and present. That's it. You have nothing else to do. I don't care what anybody in your office is telling you. I don't care what your broker says you should focus on. If it doesn't fall in one of those four categories, it's a distraction. You're going to work six days a week, Monday through Saturday, 12-hour days. Oh my gosh, Jackie, that's a lot. Well, you're starting a new business, and you are the business owner. That's what it takes to build it. Business owners that don't have goals, they don't have standards, they don't take action every day, they go bankrupt. And in real estate, what bankruptcy looks like is having to get out there and go get a real job.

And if you're a part-time agent, obviously you have to adjust the activities, but they're going to stay the same. You just have to fit them into whatever free time you have. I was part-time my first 2 years. I was a stay-at-home mom, two little kids. My only time to prospect was nights and weekends. Monday through Friday, 5:30 to 8:00 p.m. Saturdays and Sundays all day. Because that's the only time I could do it. So, no excuses. If it doesn't challenge you, it doesn't change you. So, let's get into the schedule. You start your day at 7:00 a.m. From 7:00 to 8:00, you're going to do two things. Work on your mindset and practice your communication skills.

Mindset first. Read a few pages of a powerful book. Listen to an audio book. Watch a video like this. Spend a few minutes putting your mind in order. You're the only thinker in your head. So, make sure what's in there is working for you. Don't start your day with negative stuff, going on social media, watching the news, or responding to emails. When I started selling real estate, I used to get on the treadmill for 30 minutes every morning and do my affirmations and visualizations while getting some physical exercise. I had three pages of quotes and affirmations that I read every single day. I would read some important daily reminders every day to help me stay on track.

I set my prospecting space in a laundry room. There was no washer and dryer in there. They were in the garage. It was a tiny little space. I had a desk, a mirror so I could watch my body language and when I'm making calls. I had my scripts in front of me, my affirmations printed and pasted around the room. I had a dream board with pictures of my goals and I would play upbeat music in the background to keep my energy up. When I walked into that room, it was all about prospecting. There were no files, no messages, nothing that would distract me. All I had was a list of phone numbers, my phone, my scripts, my goals and my mirror.

So, create your space. Make it powerful. And then, you're going to practice your scripts. Read them out loud over and over and over. Not in your head, out loud. Find a reliable role-play partner. Do a 15-minute role-play. One of you play the expired, the other one the agent. Give each other honest feedback and start dialing. That's your warm-up. You wouldn't walk into a gym and and start lifting heavy without warming up. So, you don't pick up the phone cold, either. And please, do not start your day checking emails or going on social media. You're going to go down a rabbit hole and you may never get out of it for hours. And when you do, you'll be mentally exhausted.

At 8:00 a.m., start dialing. Unless you live in one of the seven states that you cannot dial till 9:00 a.m. And don't stop until 12:00 p.m. That's 4 hours. That's it. That's your job. Your number one priority is to find people who want to sell their house and set a listing appointment. Everything else happens after that. So, here's your call order. Write this down. First, brand new expired listings from that day. These are the hottest leads in real estate. That seller woke up today and their listing just expired and they still want to sell. 40 to 50% of expired listings relist within 72 hours. You want to be the first agent to talk to them.

Second, for sale by owners. These people want to sell. They're motivated and they don't have an agent yet. Think about it. You're looking for a listing. These people, they're not thinking about selling. They The house is for sale already and they don't have a real estate agent yet. FSBOs are gold. And guess what? Most agents are afraid to call them. That means less competition for you. And I know some of you are thinking, "Oh, but I'm kind of scared. The scripts are too direct. I don't feel comfortable." You know what? Get over it. You're not going to get better at setting appointments by chickening out. You have scripts. Open them up. Read it to the seller.

That's it. Just read the words on the page. The scripts work and even if you never done this and you don't know what you're doing, you're going to set appointments. I did my first year. Had no clue what I was doing. If you talk to enough people, you're going to have the same results or even better. After new expired and fizz bows, call old expired. Yesterday, the day before that, the day before that, work in chronological order backwards. Then, for rent by owners. Very few agents call these. And then, circle prospecting around neighborhoods. Keep going until 12:00 p.m. Dial talk. Dial talk. Dial talk. Oh, let me go research that listing. No, no, no. No looking up tax record.

No, let me see how many times the house has been on the market. That is not prospecting. That is a distraction. The only information you need in front of you is their name, phone number, and address. That's it. And here's the mantra I want you to have in your head on every single call. You are my next appointment. You are my next appointment. That is your mantra. Don't listen to doubt, fear, negative thoughts. We all have them, but we have the power to control what we think. And if you keep repeating to yourself over and over, you are my next appointment, there is no mental space for negative thinking. Take a 5-minute break every hour.

Get water, use the bathroom, but do not use those breaks to check email or go on social media, or you may never come back. And here's something I want you to understand about asking for the appointment. Your goal on every call is to ask for the appointment at least five times. Most agents don't ask at all. And the few that ask hear a no once, and they give up. Don't be that agent. I actually would prefer you play the hang up game. Keep going through the process until they hang up on you or say yes. And let me tell you what kind of results massive action can produce. In my first year in real estate, I was making about 400 contacts per week.

Not dials, conversations. Real conversations. Nights and weekends. 400 a week. That first year, I sold 25 homes. It took me over 800 conversations to sell one house. Most people would look at that and say, "Whoa, that is the most dreadful thing I can ever think of doing. Having to talk to 800 people to sell a house?" And for me, that was the best thing that ever happened to me financially in my entire life up to that point. Because I more than doubled the income that I was making in my previous job working in a hotel. And I'm working from home with two small kids. So, talking to 800 people to sell a house for me?

Not a problem at all. Massive action makes up for a lack of skills. And I had no skills, but I could certainly talk to a lot of people. And as your skills improve, the numbers get dramatically better. Now, when I say you have scripts, I'm talking about my free script book. You can download it by clicking the link in the description of this video. Every script you need is in there, and it's free. Expired listing, for sale by owner, objection handlers, listing presentation, pricing, everything you need. Make sure you download when you finish watching this video. All right, let's keep going. From 12:00 to 1:00 p.m., have lunch. 1:00 to 3:00 p.m., this is your time to learn systems.

How to use the MLS, how to do a CMA, how to set your database. And you could follow up on some of your leads. You're brand new. You've got to learn these things. But it's going to happen in the afternoon. After you put in the time to find people who want to sell in the morning. And I want you to think about this. If you start your day attending training classes and sitting in meetings, are they going to give you any business over there? No. But they said I need to learn all of this stuff. No, you don't. You have no business right now. You have no clients. What are you going to use all of that for?

You got to get yourself some business first, and then you do. And when you do, you learn as you go. You figure it out. You ask questions. You go to your broker. But right now, your number one priority is to make money. 3:00 to 6:00 p.m., that's your time block for going on listing appointments. And watch, when you do what I'm telling you, when you follow the schedule, and you use my scripts, you're going to set appointments, and you're going to take listings. If you don't have a listing appointment, get back on the phone, or go door-knocking. One or the other. Keep talking to people. 6:00 to 7:00 p.m., you're back on the phone. Redial every expired and fizbo that didn't answer in the morning, and follow up on your leads.

And guess what? This is where most agents check out. They're tired. They're done. I know it's a long day, but remember you're starting a multi-million dollar business. And this is what it takes to get it off the ground. 7:00, you're done. That's your day. Monday through Saturday. Sunday is your day off. Now, I have to warn you about something because this is where most agents get completely off track. Do not get distracted with buyers. And I know if you're a brand new agent, you're probably thinking, well, I I I'd be happy to work with a buyer, but you need to understand that buyers are extremely time-consuming and they will distract you from prospecting and taking listings, guaranteed.

And there is no one that can argue that listings are how you build a successful and profitable real estate career. Because here's what happens. You sold them 10, 20 houses. Next month, they're driving around, they see a for sale sign, they call the number on the sign, listing agent shows them the house, they buy it. And where were you? They were never committed to buying from you. And it is a huge waste of your time. When you take a well-priced listing, that property is going to sell. Listings give you control. You control your schedule, your income, your time. Buyers control you. And I want you to write this down. There are no emergencies in real estate.

You're not an emergency room doctor. Your morning schedule is sacred. Do not schedule anything before 12:00 p.m. No personal appointments, no home inspections, no closings, nothing. I want to tell you a quick story about this because I think you'll remember it. When my son Gabriel got into real estate, I told him the same thing I'm telling you. Talk to 50 people a day, Monday through Friday before 12:00 p.m. Do not schedule anything in the morning. That's it. About 3 weeks in, he calls me freaking out. "Mom, I set an appointment with an expired listing. It's 1.6 million dollars." His first appointment ever. He goes on the appointment on Saturday, does the presentation. The seller says, "I'm interviewing a few agents.

Call me Monday morning at 10:00 a.m." Monday 10:00 a.m., he's prospecting, he calls the seller. The seller says, "Come to my office at 11:00 a.m." And my son says, "Oh, I'm sorry. I can't do 11. Would 2:00 work for you?" He calls me and tells me and I said, "Are you crazy? This is a 1.6 million dollar listing and you told him you can't go at 11:00?" And he said, "Mom, you told me not to schedule anything before noon." And guess what the seller said. "Okay, be here at 2:00." He shows up at 2:00. There's another agent sitting there and the seller says, "I've narrowed down to the two of you. So, give me a quick recap of what you're going to do to sell my house and the price that you think I need to list it for." The other agent went first and he told the seller that they didn't need to lower the price.

Keep it exactly where it was. My son went next. He showed him the comps from the market analysis. Recommended a $200,000 price reduction. He told them the truth. The seller said, "Thank you both. Um I'll let you know." They both leave, get in the elevator, walk into the parking lot. My son is opening his car door, and his cell phone rings. It's the seller. "Gabriel, come back up. I'm listing the property with you." That was his first listing. It sold. His commission check was over $30,000. That was more than he made in an entire year at his previous job. This is what happens when you follow the schedule. You tell the truth, and you don't let anything distract you from prospecting.

So, let me recap your day. 7:00 to 8:00 a.m., mindset and scripts. 8:00 to 12:00, on the phone making calls. 12:00 to 1:00, lunch. 1:00 to 3:00, systems. 3:00 to 6:00, appointments. 6:00 to 7:00, redials and follow-up. 6 days a week, 12-hour days. This is your schedule. Write it down, screenshot it, whatever you need to do, because this is the most important thing I'm going to say to you in this entire video. Mindset is everything. It's not 90%. It's not 99. It's everything. Because there going to be days when you don't feel like picking up the phone. There going to be days when you get hung up on 50 times before lunch. There going to be weeks where you feel like nothing is working.

Guess what? It's part of the process. Every no gets you closer to a yes. Every call is making you better. And you don't rise to the level of your expectations. You fall to the level of your training. That's why practicing and training every single day is not optional. That's what elite agents do. And if you're sitting there thinking, "I don't know if I can do this." I know that you can. So, for now, borrow my belief in you and just get in action. Just trust me. I've done it. Thousands of agents that I've coached have done it. And there's absolutely no reason why you can't do it. It doesn't matter what your background is, where you've been, and where you're selling real estate.

There is nothing fun about being average. And the fact that you're still watching tells me you're not average. As I said in the beginning, there is someone in your market who wants to buy or sell a house today. If you talk to enough people, you'll find one. Now, everything that I shared with you in this video, the schedule, the four P's, the call order, the mindset, this is only one small piece of what I teach in the 100 Listings Blueprint. That's my coaching program, where I teach agents how to take listings every week. You get all of my scripts, the role plays, the schedule, the listing presentation, the objection handlers, everything. An incredible community, two live calls with me every week.

So, click the link below and check it out. And don't forget to download my free script book. The link is also in the description. Now, get on the phone, go set appointments, and I will see you on the next video.