Producing constant enterprise requires an understanding of each short-term success and long-term methods, coach Ricky Carruth writes.
Constructing on Inman’s in style e-newsletter for first-year brokers, The Fundamentals, February is New Agent Month. Decide up the instruments, tech and suggestions wanted to outlive and thrive in 2025 as a rookie actual property agent.
Need to know the secret behind closing two offers each single week? Throughout my time as an actual property agent, I found a components that revolutionized my enterprise and helped me shut over 800 offers in eight years with only one unlicensed assistant. Right now, I’m excited to share this game-changing components with you.
The ability of predictability
Let’s make 2025 the 12 months of visualization. When you possibly can predict your closings with confidence, it takes the stress off and provides you full readability about the place your enterprise is heading. This isn’t simply idea — brokers throughout the nation are utilizing this components proper now to foretell and obtain their desired variety of weekly closings constantly.
Introducing the ABS Method
So, what precisely is an ABS? It stands for Lively Purchaser or Vendor — somebody who signifies they might purchase or promote a property throughout the subsequent zero to 6 months and will probably select you as their agent. However right here’s the important thing: It’s not nearly figuring out these prospects; it’s about understanding them deeply.
After I discuss to a possible shopper, I at all times go 5 to 10 questions deep to grasp their motivations. Why are they trying to purchase or promote? What’s driving their determination? With out this deep understanding, you possibly can’t really assist them obtain their targets.
The magic numbers
Right here’s the place it will get thrilling. The components is superbly easy:
- To shut one deal per week: Preserve 15-20 ABSs always
- To shut two offers per week: Preserve 25+ ABSs always
Throughout my peak years, I constantly maintained 25+ ABSs, which resulted in averaging two closings each week. Some weeks I’d shut 5 or 6 offers, others only one or none, however it averaged out completely over time.
Managing your ABS record
The important thing to success is actively sustaining your ABS record. There are 4 major causes to take away somebody out of your record:
- They record their property with you or one other agent.
- They go underneath contract as a purchaser (with you or one other agent).
- They explicitly inform you they’re holding off.
- They ghost you.
Bear in mind, eradicating somebody out of your ABS record doesn’t imply they’re gone eternally — they nonetheless keep in your weekly e mail record. The weekly e mail technique is essential; I’ve had shoppers come again years later particularly as a result of they saved receiving my weekly updates.
The 90-day lag
Right here’s one thing essential to grasp: actual property is a 90-day lag enterprise. The work you do at this time usually pays off three months from now. For this reason many brokers fall into the feast-or-famine cycle — they get busy closing offers and cease prospecting, then have to begin from scratch when their pipeline dries up.
By sustaining your ABS numbers constantly, you break this cycle and create predictable, regular earnings. It’s about doing the constant work to maintain these constant offers taking place.
Sensible implementation
I begin each day by:
- Reviewing my notes and making a to-do record
- Checking pending offers (often 10-20 at a time)
- Glancing at my energetic listings
- Going by means of my ABS record
Your entire course of usually takes about half-hour, and it’s essential for sustaining the momentum wanted for constant success.
After that, I begin prospecting for brand spanking new ABSs for the remainder of the morning, if I don’t have any appointments.
Actual success tales
This isn’t simply idea — brokers throughout the nation are seeing actual outcomes. Take Robbie Baker in Knoxville, Tennessee, who maintains at the least 15 ABSs and closes two to 3 offers per 30 days. Or Monica Smith in Fort Walton, Florida, who simply hit a $30,000 GCI month utilizing the ABS system. Their success comes from specializing in serving to folks quite than simply chasing commissions.
The lengthy recreation
Whereas the ABS components is ideal for short-term success, keep in mind to mix it with a long-term technique. You may’t construct a million-dollar enterprise solely off leads you get in that million-dollar 12 months. It’s about compounding relationships over time, plus the brand new leads you generate.
The great thing about this method lies in its simplicity and predictability. By sustaining the fitting variety of ABSs and constantly following up, you possibly can create a gradual stream of closings that takes the guesswork out of your enterprise. Bear in mind, it’s not concerning the occasional huge month — it’s about creating sustainable, predictable success that you may depend on week after week, 12 months after 12 months.
Begin implementing the ABS components at this time, and inside 90 days, you’ll be capable to predict your closings with exceptional accuracy. Your future self will thanks for it.
Ricky Carruth is a coach, speaker and actual property professional. Join with Ricky on Instagram and YouTube.
