The ABS Formulation: Your key to closing 2 offers each week

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Wish to know the secret behind closing two offers each single week? Throughout my time as an actual property agent, I found a formulation that revolutionized my enterprise and helped me shut over 800 offers in eight years with only one unlicensed assistant. As we speak, I’m excited to share this game-changing formulation with you.

The facility of predictability

Let’s make 2025 the yr of visualization. When you may predict your closings with confidence, it takes the strain off and offers you full readability about the place your corporation is heading. This isn’t simply idea — brokers throughout the nation are utilizing this formulation proper now to foretell and obtain their desired variety of weekly closings constantly.

Introducing the ABS Formulation

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 speak to a possible shopper, I all the time 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 may’t really assist them obtain their targets.

The magic numbers

Right here’s the place it will get thrilling. The formulation is fantastically 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 checklist

The important thing to success is actively sustaining your ABS checklist. There are 4 essential causes to take away somebody out of your checklist:

1. They checklist their property with you or one other agent.
2. They go underneath contract as a purchaser (with you or one other agent).
3. They explicitly inform you they’re holding off.
4. They ghost you.

Bear in mind, eradicating somebody out of your ABS checklist doesn’t imply they’re gone perpetually — they nonetheless keep in your weekly e mail checklist. The weekly e mail technique is essential; I’ve had shoppers come again years later particularly as a result of they stored 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 present 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 start out 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 daily by:

1. Reviewing my notes and making a to-do checklist
2. Checking pending offers (often 10-20 at a time)
3. Glancing at my energetic listings
4. Going via my ABS checklist

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 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 not less than 15 ABSs and closes two to a few offers per thirty 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 moderately than simply chasing commissions.

The lengthy recreation

Whereas the ABS formulation 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 yr. 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 proper variety of ABSs and constantly following up, you may create a gentle stream of closings that takes the guesswork out of your corporation. Bear in mind, it’s not in regards to the occasional massive month — it’s about creating sustainable, predictable success which you can rely on week after week, yr after yr.

Begin implementing the ABS formulation at present, 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 knowledgeable. Join with Ricky on Instagram and YouTube.