How To Maximize Your Business Earnings as a Realtor

By Josh Stern

Joshua Stern’s real estate career exemplifies strategic growth and leadership. Beginning in 2002, he leveraged the principles of The Millionaire Real Estate Agent (MREA) to build Utah’s #1 real estate team and rank among the top 100 teams worldwide.

Is it possible to earn at least $225,000 in your first year in real estate? It sounds ambitious, but it’s possible with the right tools and strategies. Together with Josh Stern, the founder of The Stern Team, Utah Roost, and a Keller Williams Maps Coach, we will share some important insights on a system we’ve been using: the 36-Touch Marketing System and 8x8 system.

These two systems came from the book The Millionaire Real Estate Agent. Initially, the approach yielded a 6 in 1 return. I completed one transaction for every six people I contacted (like a home sale).

However, by implementing improvements and refining these strategies, we’ve now achieved a 10 in 1 rate of return. This means that I can now expect one transaction for every ten contacts. Essentially, the systems have become more efficient, leading to more business from fewer contacts, thus maximizing the effectiveness of my outreach efforts.

If you have a sphere of influence of about 150 people who already know, like, and trust you, this system can boost your business. You can expect to generate around 15 transactions in a year. Each transaction averaging $15,000 totals $225,000 in just one year. Here are three key steps you can follow to get started:

1. Use KW command and CRM. First, upload your contacts into KW Command. Make sure you label them properly using tags. I like to use the tag “SOI,” which stands for Sphere of Influence. This helps keep your contacts organized.

Use the acronym NAPE (Name, Address, Phone number, Email) to ensure you have all the necessary details for each contact. Your KW Command can even help you sort through your database to find any missing info.

2. Stay-in-touch system. You need a system to stay in touch with your contacts. We recommend making a 90-day recurring call to each person in your sphere. We discuss how to do this in a friendly, non-salesy way during our classes.

3. Marketing action plan. This is where your command CRM allows you to apply the 36-touch action plan for each of your contacts tagged in your sphere of influence.

What is the 36-Touch Action Plan? This means you’ll reach out to each person in your database 36 times a year. It might sound like a lot, but it’s manageable. You can mix phone calls, emails, texts, video messages, newsletters, and even client appreciation events into this plan.

The best part is that this action plan runs smoothly whether you’re on vacation or at home. This strategy also works no matter what the market looks like. I saw it work even during tough times like the Great Recession. Many of our coaching clients have used this system successfully, proving that it really can help anyone in real estate.

Why aren’t more agents using this system? Often, agents become sidetracked by the latest tools and trends in the industry. However, the real key to success lies in leverage. With over two decades of teaching experience, I’ve learned that consistently using proven methods is what truly leads to results.

This time, we’re taking a different approach. We’re going to collaborate on content creation and offer follow-up classes. This way, everyone in our market center can effectively implement the 36-Touch Plan and maximize their potential in real estate. By focusing on proven strategies and providing ongoing support, we can ensure everyone achieves their goals.

Upcoming workshops: I’m kicking off a “Done With You” series starting February 12 at the Keller Williams Salt Lake City office and again on February 26 at the Utah office. Both sessions run from 12:30 p.m. to 2:00 p.m.

If you have questions or want to learn more, feel free to email Josh directly at headcoach@kwutahcoach.com or call him at (801) 699-5544. With the right tools and strategies, we can help you succeed at a high level this year. So, let’s get started on this journey to earning $225,000 in your first year in real estate.