The Real Estate Agent’s Manual

Your pipeline is not a list of names. It is a set of promises with dates on them.

Most agents lose more to silence than to competition. A seller who has not heard from anyone in nine days, a buyer who registered and was never called back, a follow-up that was going to happen on Tuesday — none of it looks like a failure until the listing goes elsewhere.

This manual writes the week down. Inquiry handling, follow-up cadence, listing appointments, viewings, offers, seller updates and the weekly look at the numbers are each set out as a procedure.

It says nothing about how to value a property. It assumes you know your market, and that what actually costs you listings is the part that happens between the appointments.

Inside, you will learn how to

• Run a follow-up cadence that does not depend on remembering
• Turn a valuation into a listing more often
• Keep sellers informed before they have to ask
• Qualify a buyer without making it an interrogation
• Block the week so prospecting survives a busy Friday
• Read the four numbers that tell you what next month looks like