Start HereBeginnerNew Agent
New Agent 30-Day Launch Plan
The first month, sequenced so you finish with a live database, a working CRM, and real appointments.
8 steps · Week-by-week, 30 days
- 1Week 1 — Finish onboardingComplete eXp onboarding, license transfer, board/MLS access, and set up your eXp email and Workplace access.
- 2Week 1 — Business setupEntity or sole prop decision, business bank account, expense tracking, and a simple profit target for year one.
- 3Week 2 — Tech stackYour eXp CRM of Choice platform set up — login, profile, lead routing, signature — and your calendar linked so appointments can be booked in two clicks.
- 4Week 2 — Build the databaseImport every contact from your phone, email, and social. Tag by relationship, not by 'lead quality'.
- 5Week 3 — 100 conversationsAnnounce your business and run the Sphere Check-In script. Target 20 conversations per workday.
- 6Week 3 — Learn the inventoryPreview 10 homes and attend 2 open houses so you can speak about the market with authority.
- 7Week 4 — Set appointmentsConvert conversations into buyer consultations and listing appointments. Two held appointments is a successful first month.
- 8Week 4 — Lock the routineTime-block lead gen 9–11am daily, follow-up 1–2pm, and one weekly review of your four numbers.
ListingsIntermediateListing Agent
Listing Appointment Checklist
Pre-appointment prep, on-site flow, and the close — the process behind a high listing conversion rate.
8 steps · Per appointment
- 1Pre-call the sellerConfirm both decision makers will be there, ask their timeline, and ask what they want from the next agent.
- 2Build the pricing package3 actives, 3 solds, 2 expireds, plus absorption rate and days-on-market for the neighborhood.
- 3Walk the home firstTour before you present. Take notes on condition, then let them show you what they're proud of.
- 4Motivation before marketingWhy sell, where are they going, what happens if it doesn't sell — in that order.
- 5Present the plan, not the brochurePhotography, staging notes, launch timing, syndication, open house plan, and the first 14 days.
- 6Price with the market's voiceGive a range, then recommend one number and the reason buyers will respond to it.
- 7Pre-negotiate the adjustmentAgree now on what happens if there are no offers in 14 days.
- 8Ask for the business'Do you want me to sell it?' Then sign, schedule photos, and set the launch date before you leave.
BuyersBeginnerBuyer Agent
Buyer Consultation Playbook
A 30-minute meeting that produces a qualified, committed, lender-approved buyer.
7 steps · Per buyer
- 1Set the agendaGoals, market reality, and how you're paid. Get agreement on the agenda before you start.
- 2Discover the criteriaMust-haves vs nice-to-haves, area, timeline, and who else is involved in the decision.
- 3Confirm the moneyLender pre-approval, down payment source, and comfortable monthly payment — not just maximum approval.
- 4Show market realityThree homes at their number so expectations are set by data instead of by portals.
- 5Explain the processSearch → offer → inspection → appraisal → close, with the timeline and where the risks are.
- 6Explain representation & feesWalk the agreement line by line. No surprises later.
- 7Sign and scheduleSigned agreement, private search live, first tour on the calendar before they leave.
Open HousesBeginnerAll Agents
Open House Follow-Up System
The 72 hours that turn an open house sign-in sheet into appointments.
7 steps · Per open house
- 1Same day — enter every nameEveryone goes into your CRM within two hours with a source tag and the home they saw.
- 2Same day — send the recap textOne question about the layout, plus an offer to send three homes that fix it.
- 3Day 1 — call the hot onesAnyone with a timeline under 90 days gets a call, not a text.
- 4Day 2 — set up private searchesSave the search in their name so every alert has your branding on it.
- 5Day 3 — seller reportSend the sellers a written recap: traffic, feedback, and your recommendation.
- 6Day 7 — one value touchNeighborhood sale, price change, or a new listing. No ask.
- 7Ongoing — 12-month nurtureMonthly market note and quarterly call. Most open house leads close in months 4–12.
Lead GenerationIntermediateAll Agents
30-Day Lead Generation Plan
A daily prospecting rhythm across sphere, online leads, and farming that produces appointments in 30 days.
7 steps · Daily, 30 days
- 1Set the target backwardsClosings needed → appointments → conversations. Write the daily conversation number on your desk.
- 29–11am is untouchableSphere calls, new lead calls, and follow-up. No email, no errands, no MLS browsing.
- 3Speed to lead under 5 minutesEvery new online lead gets a call, a text, and an email within five minutes.
- 420 sphere touches a dayRotate the list so no contact goes untouched for more than 90 days.
- 5Two digital farming actionsPost market content and run one CRM campaign to your farm each week.
- 6One live prospecting block weeklyFSBO, expired, or circle prospecting — pick one and stay with it for 30 days.
- 7Friday scoreboardConversations, appointments set, appointments held, contracts. Only fix the bottleneck number.
Database & SphereBeginnerAll Agents
Database & Follow-Up Plan
How to organize your CRM so nobody falls through the cracks and past clients keep referring.
7 steps · Ongoing weekly rhythm
- 1One list, one systemEverything lives in one CRM — the platform you chose through eXp CRM of Choice. Delete the spreadsheets and the notes app.
- 2Tag by relationship and timelineA = now, B = 90 days, C = someday, plus past client and referral partner tags.
- 3Set the cadenceA weekly, B monthly, C quarterly, past clients quarterly plus birthday and home anniversary.
- 4Automate the boring halfMarket reports and drip campaigns run automatically; calls and voice notes stay human.
- 5Log every conversationOne sentence of context. Your next call starts with their life, not your pitch.
- 6Weekly database hourClean bad data, re-tag movers, and add every new person you met that week.
- 7Quarterly referral askRun the Referral Ask script with your top 50 relationships every quarter.
Business PlanningIntermediateAll Agents
Business Plan By The Numbers
Turn an income goal into daily activity, then track the four numbers that predict it.
6 steps · Annual, reviewed monthly
- 1Start with take-homePersonal income need → gross commission needed after splits, cap, and expenses.
- 2Convert to transactionsDivide by your average commission per closing to get the deal count.
- 3Work back to activityApply your appointment-to-close and conversation-to-appointment ratios.
- 4Budget the businessLead gen, marketing, tools, and taxes as fixed percentages of gross.
- 5Pick four KPIsConversations, appointments held, contracts written, and pipeline value. Nothing else on the scoreboard.
- 6Monthly reviewCompare actual vs plan, name the one bottleneck, and change one behavior.
ContractsBeginnerNew Agent
First Closing — Contract To Close
Every date, document, and hand-off in your first transaction so nothing gets missed.
8 steps · Per transaction
- 1Executed contract dayDeliver the full contract to your broker and title, and calendar every deadline immediately.
- 2Earnest money & receiptsConfirm deposit delivery and keep the written receipt in the file.
- 3Inspection windowSchedule early, attend if you can, and prepare the repair request before the deadline.
- 4Appraisal & loan milestonesTrack appraisal order, appraisal result, and loan commitment dates weekly with the lender.
- 5Repair negotiationGet everything in writing as an amendment — never a verbal agreement.
- 6Final walkthroughVerify repairs, utilities, and condition 24–48 hours before closing.
- 7Closing dayConfirm figures, keys, and commission disbursement, then start the post-close follow-up plan.
- 8Day 7 after closingReview request, referral ask, and add them to the past-client cadence.
Leverage & OperationsAdvancedTeam Leader
Hiring Your First Admin
When to hire, what to hand off first, and how to onboard leverage without losing control.
7 steps · One-time project, 30 days
- 1Track your weekLog two weeks of tasks and mark each one $10, $100, or $1,000 per hour work.
- 2Write the role from the $10 listThe first hire takes transaction coordination and database upkeep, not lead gen.
- 3Set the affordability lineHire when 12 months of the salary is under 15% of your reliable pipeline.
- 4Document before you delegateRecord yourself doing each task once. That recording is the training.
- 5Hire for accuracy, not personalityGive a paid test project that mirrors the real work.
- 6First 30 daysOne system per week, daily 10-minute standup, written checklists they own and improve.
- 7Measure the handoffHours returned to lead gen is the only metric that proves the hire worked.
Team StructureAdvancedTeam Leader
Team Building Blueprint
Structure, splits, accountability, and culture for a team that grows without your presence.
7 steps · Quarterly build-out
- 1Define the modelSolo with leverage, buyer-agent team, or full team — pick one and design the economics for it.
- 2Build the org chart you don't have yetRoles first, names later: admin, buyer agents, listing support, inside sales.
- 3Set splits that survive scaleModel each role at 12, 24, and 48 deals a year before you make offers.
- 4Standardize the playbooksEvery agent uses the same scripts, checklists, and CRM stages.
- 5Install the accountability rhythmWeekly numbers meeting, monthly one-on-ones, quarterly business plan review.
- 6Make culture explicitWritten standards, recognition of activity not just closings, and a fast exit for chronic underperformance.
- 7Recruit continuouslyAlways be in conversation with two potential team members, even when fully staffed.
