HOW TO SELL $10M AS A REALTOR

Added: 2026-05-20

[00:00:00]Today, I'm going to break down how any agent in any state in the country can sell $10 million a year or make $10 million in sales volume as a real estate agent. I'm going to break it down based off of my experience crossing that threshold, not only in Michigan, but in Florida. All the little road bumps that will come along the way, all the things that you need to have, the softwares, the systems, etc. It's not going to be super over the top. I'm going to make this as simple as possible for you guys.

[00:00:28]So, please let's just put over here $10 million. Okay, we're going to put $10 million in sales volume. Boom. I want you guys to be cognizant of two things.

[00:00:38]This is a number and your GCI is another number and your net income is another number. If you guys say to me, I want to make 300 grand, which most of you don't.

[00:00:47]You just start off with 300. You start with 10 million. To me, the average agent's going to get 2.5%. Right? So, you're going to take home 250K.

[00:00:56]When you guys say that, I to me I'm like, "Okay, well, what do you what do you want to make? I want to do 10 million bucks, man." Okay, $10 million is 250K GCI 2 and a half%. Now, what's your broker split? I'm just going to go out on a limb and say it's 7030, right?

[00:01:10]Cuz that's what most of you guys are paying. What's the exact number on that?

[00:01:14]7 * 2.5 would be or maybe 30% would be easier to take away from that. So 2.5 * 3 is 75,000.

[00:01:22]Hey Siri, what's 70% of 250,000?

[00:01:26]>> 70% times 250,000 is 175,000.

[00:01:31]>> I love being smart. Okay, it's 175K.

[00:01:34]That's what that's what you guys don't understand. You wanted to make 300 grand, but you just realized after the math, it's not. It's actually 175 grand.

[00:01:42]So, the first problem is you guys are doing the math entirely wrong. Let's look at it like this. I want to make 300 grand GCI. You guys are not getting 3% on every deal. However, you might even double dip a couple deals. Even if that's the case, this math is still not something that I'm super comfortable with saying it or writing it like so.

[00:02:00]The first thing we have to understand is this. What is my market? So, if you guys are in middle America and your average price point is 500K, if you guys have been stagnant at a certain number for a while, but you have a business that makes a 100 to 200,000 a year or maybe even 300,000. Well, you wouldn't be clicking on this video if you didn't make that, but whatever. Let's say you're at 150, 200 grand and you're just trying to elevate a little bit. The first thing I would do is let's do an audit on what your market is. What are you ser What are you selling right now?

[00:02:27]What is your average price point? How many units are you doing? And how are you getting those leads? So, that's like the first thing that we're going to understand is really just the math. I want to know averages. I want to know sources. Now, this is somebody who might just be like, you're either brand new and you're watching this video and you're like, I'm going for 10 million right off year one. Maybe you're not new. Again, it doesn't matter. Either one applies. If you're starting off, right? You've been doing this for a few years. Great. You have some experience.

[00:02:53]You understand how to facilitate a transaction. You have some benefits to you. Now, if you're brand brand new, good. I don't have any bad habits to break. Okay. So, here we go. We have our target. We understand our split. We understand the numbers. We understand.

[00:03:05]Okay. Now, I did the math. I got to sell about $12 million with that 7030 split.

[00:03:09]I got to make an extra 60 grand. So, let's just say it's 12 million. Let's just say my average price is going to be 500K. You guys can do the math with me.

[00:03:17]It's pretty simple. We're going to have to do 24 deals. So, for every two 500k deals we do, we're going to do a million bucks. So, that means I got to do 24 units. We didn't even start the fun part yet, guys. This is the basics. We have to do 24 units. This is where we're going to figure out what our sources are going to be. For me, we already know what that's going to be for you. I would follow along if you're watching this video, okay? I've made a couple million dollars from cold calling. I think I know what I'm talking about. This is definitely going to be the the fastest way to get there. I'm going to say social media can be one. You can say your sphere of influence. again. But again, last and certainly not least is going to be cold calling. Now, if you guys are brand new, you don't know what your numbers are cuz you've never you've never done anything off any of this yet.

[00:03:57]You're you're like super super wet behind the ears. The sources you're going to use to generate business, okay?

[00:04:01]So, it's not completely crazy for me to write this down. Now, for someone like me who's been doing it for a couple years or a few years or someone like you who might be stagnated at that $5 to $6 million a year mark or 4 million, you can go do the math like, "Okay, I did do three off of social. I did two off my SOI and I did four from cold calling.

[00:04:20]How many were listings and how many were buyers? Big frontload on the math. If I can figure out where I want to go at the end of the day, if I could figure out what the math is to get here first, all of this is a lot easier. Like absorbently easier. So, here's where I'm going. We understand the math. We understand our sources. Now, here's what we're going to do. Now, we're going to talk about the things that you're going to need, the tools, softwares you're going to need to make this happen.

[00:04:41]Obviously, we're going to need a CRM.

[00:04:43]Number two, we're going to need a dialer. Three, we are going to need email campaign. Again, I don't care how you guys use it. I don't care what you guys use because I want you guys to understand what it's going to take to get there. Again, what do I use? I use Mojo as my serum. Mojo Sales is also my dialer. There's Follow-up Boss, there's Zenesk, there's Salesforce. I think Salesforce sucks personally. I think it's way too old. It's terrible. Pick one. It doesn't matter. The one you use is the best one. Number two, your dialer. Mojo, Red X, Vulcan, Espresso Agent, Enzo Dialer. I like Enzo Dialer.

[00:05:16]I also like Mojo Cells. Email marketing.

[00:05:19]Doesn't matter what I use. Just use one.

[00:05:21]I used Mailchimp for the longest time.

[00:05:23]It works. It's fine. I've used Brevo.

[00:05:26]I've used Clavio. But again, just use one. Now, what you guys have to understand is you're going to be emailing your your clients. You're going to be sending out email campaigns four times a month. Social media. I just want you to clean it up. Tools, things that you're going to need. Here's one thing you could use right now. um DJI mic. I have the third version. I don't know if you'll be able to see that if it zooms in there. I have the the mic version.

[00:05:48]It's good. You guys can use this if you don't want to go crazy and go balls to the walls right off the rip. That's fine. Get a mic. You can get a shotgun mic. You can get a camera. The other thing that I would do is get something like this. Okay, just so you guys can see what I'm working with here. This is the basic stuff. And this is a little tripod. I can fold it. I can move it around. If I want to put it on my desk, I want to put it on my backpack and travel with it. It's super compact. It's nice. I use this obviously for my phone if I'm going live and I want to stand and talk or whatever. That's all I would really recommend to you guys right now at this moment. And you don't need to worry about this right away, but it's something you should do that's in the first phase, which is going to be branding. You're going to become what I like to call sell ready. Okay? It's one of my topics in in the beginner's course, which is sell ready. What is sell ready? I have my MLS. I have my broker. I have brochures. I have a business card. I have a digital presence. I have a website. Where is everyone going to be looking you up nowadays? So, we need to make sure that we are standing and popping out and we have all of our you we're going to treat this like it's a real business. So, we're starting over from scratch. You're going to handle this and you're going to treat this like such. Now, we have our tools. We have our software. We have our math for the most part. The only thing that we really didn't account for here is if you did 5 million last year. The only thing that we really didn't measure is you got to figure out where where the sources are, which we found that which where they came from and how much time you spent on each one. And then the other thing is the average price point.

[00:07:05]And then the last thing we didn't do is how many were listings and how many were buyers. The end. Okay. Next. So, Nucci now. Now, how do I hit my 10 million? I want to I want to get out there and work. All right. So, look, here's what we're going to do now. We're going to set our targets and our schedule in order for us to hit our goals. Number one, you if you do any math here that figures out that your social media did eight deals and your SOI did two and your cold calling did six and you see that there's a a w imbalance that a lot of it came from this side as opposed to the other side, we're just going to double down on what work. If you got a lot of social media deals, but they were all buyers and you want to pull back from buyers, then we're going to pull away from that. My math would be I need to talk to 20 to 25 people a day, new people a day that own a 500k house or more. The second thing is we're going to put our schedule together. So, my schedule is going to be like this.

[00:07:53]Something along the lines of 5:30 a.m.

[00:07:56]wake up. I'd go to the gym and from like 6:00 to 7:15 I was at the gym. From 7:30 until about 900 a.m. I'm calling expireds. All right, my handwriting is going to get a little chicken scratch here, but here's where I want you guys to really stay with me. I'm going to break this down at a super high level.

[00:08:13]So, just stay with me. I'm going to call these expireds. I'm going to get three different phone numbers. I'm going to get the most popular numbers that are in my county in the tri county area. So, in Miami, I have my 305 number. I have a 561 Palm Beach County number. I have a 954 Broward County phone number. I'm going to call this list of expireds two times to three times per day off of these three numbers and I'm going to cycle through them. So, when I call this guy at at 7:45 in the morning, which hey, it's not too early. John, believe me, the last thing I want to do is call you this early, but if you're not first or last, I hope you can appreciate that.

[00:08:46]I'm calling because I'm absolutely certain the property should blah blah blah. You already know the script. The scripts and all that stuff, we're going to get into that. This is what you guys are going to do. Now, if you don't have a market that supports a lot of expireds, you're going to roll into the for sale by owners. So, you're going to do FSBO and expired. And if that's low, you're going to go back in time on the expired. So let's say you're calling it's June 1st and you go back a week.

[00:09:06]You go back from May 20th to June 1st, whatever. And you only have 100 or 200 people. Your average dial session that you have should be around 200 people at minimum. That's 2 hours. It shouldn't be anything less than that. Now, let's say I only have 50 expireds. If I only have 50 expireds, I'm going to call this list four times. And if I call them off of all these numbers, they're only going to think I called them once. Maybe a few people are going to hear from me.

[00:09:29]they're going to think that I called them twice, but I really didn't. But I did. I would do this at lunchtime, too, if I had nothing going on. And I would do this at dinner time if I had no other meeting. Okay, so you guys are following with me so far. From like 10 to 11:00 a.m., you guys are still you either could still be calling or you're doing admin work. You're sending your emails out to your buyers. You're looking at your listings. You're setting up uh auto alerts for the properties and places that you're farming. You're doing your admin work. At 12:00, you're doing lunch at home or in front of your desk. You're not bullshitting. You guys are not having fun here. You are working. So, at 12:00, you're going to have lunch.

[00:10:00]12:30, maybe you're back doing your emails and whatever. At 12:30 to 1:00 p.m., you are going to do your follow-up. So, you're going to call all your people. You're going to call your past clients, your current clients, the people that you've met with, they didn't close, and anybody else in between. You should do that for no longer than, I don't know, 30 minutes to an hour max.

[00:10:17]1:30 to 300 p.m. should be a circle prospecting blitz. Here's the other thing. We are not just going to shoot from the hip and call randomly. I want you guys to understand one of the other things that you're going to do is that we haven't really gone over is you're going to have to go over the content that you're going to send out to your clients on this database and you're going to also have to build a sphere of influence. And then you're also going to have to find your places, find your farming market. You will never learn this anywhere. Your broker will never in a million years even know where to start with you nor take the time to do this, let alone do it for free. But here I am.

[00:10:50]I'm also going to even go a step further here. I'm going to put skills practice required sales systems consistency.

[00:11:01]This might be one of the greatest YouTube videos I've ever made in my entire life. Holy Let's go back to the schedule. Based off of, hold on.

[00:11:07]Based off of the farming markets that we're going to find, which you're going to go after your farm I'm going to leave that typo there. I don't care. You're going to go after three different markets. And you're ideally going to want to target when it comes to circle prospecting.

[00:11:21]You're going to want to find 200 to 300 homes or units per place and you're going to want to find three of them. I want to see a healthy turnover rate. I want to see a healthy consistent flow. I want to see what the absorption rate is.

[00:11:36]So, if I go look on the I'm going to look on the MLS. I'm going to do a big massive search or radius. And if I see that there's like four or five homes that sold over here in the last 60 days or the last 30 days, I want to see what came on the market in the last 30 days.

[00:11:49]And if there's 12 homes that came on the market in the last 30 days and there's four homes that are selling a month, I know that this place has three months of supply and it has a healthy turnover rate. And then this pie is going to start turning into a bunch of data like days on market, who's the agent that sells over there. What's the average price per square foot? I'm going to do all this homework and I'm going to figure out the average year built. I'm going to build my list. Now, here's another thing. when you go on the MLS and you're building your little list or I'm sorry, you're going to be you're going to be on Mojo and your dialer building your list. When you build your list on your dialer, you need to make sure that you take all of the active listings out of this. So, make sure when you're doing that, you take all of the activives out so you don't call them.

[00:12:32]This is basically in a nutshell. Let me sh make sure we're still rolling here.

[00:12:36]We're still rolling there. Awesome. This is in a nutshell your formula. Okay.

[00:12:39]Now, I didn't finish my schedule here, so let's get back to this. 1:30 to 3:00 p.m. your circle prospecting. 3:00 to 3:30. Let's say 3:00. You're prepping for an appointment because you should have an appointment between 4:00 and 7:00 p.m. That's it. 4 to 7:00 p.m. You should be going on appointments. If you guys are not going on appointments and you call yourself a real estate agent, I'm not sure what the hell you're doing.

[00:13:02]It makes no sense. If you are literally not going on appointments at least 3x a week, you have a serious issue. So, here's the other thing. You guys aren't going to your office. You're not doing kumbaya with your friends. You're not doing matcha Mondays with the girls.

[00:13:14]You're not doing Now, this is your schedule here, guys. At least three to four times a week. Why do I say only three to four times a week? You're going to basically take this schedule. This is going to be your nesting schedule. You guys are basically going to do the same thing, but a couple things are going to switch. Instead of you circle prospecting at 3:00 p.m. and instead of you calling at 9:00 a.m. or 10:00 a.m., you're going to go to that coffee shop where you like to farm or you're going to go to that cigar bar or that happy hour. You're going to show up and again, you're going to go to the places where your clients hang out. So, you need to understand your clientele. If your client likes to hang out and smoke cigars every Wednesday at 3 p.m. or 400 p.m. and have happy hour at this place like Church Hills in Michigan, that's where you're going to go. For me, it's it's Bell Harbor. I want to be seen. I want to be heard. I want to talk to my people there. And I'm going to talk to the bartender. I'm going to sit there every day. They're going to know who I am. They're going to know what I do. And eventually, they're going to start being my point man and my point woman. They're going to start telling me, "Hey, this is the guy you need to talk to." They're going to tell that guy, "You got to talk to Nucci." That's going to be the thing.

[00:14:12]That's how it's going to work. The only other thing that I missed here is your team, like your lender, your title rep, your referral partners. So, you got your lender title, your inspector, your mold guy, your camera guy, whatever it is, your team of people. This is who you're going to need. Yeah. I mean, this is pretty much it. I mean, I don't think there's one thing that I could without going into the scripts, without going into what to send your client base through emails, without going into deeper detail on when to farm, when to start sending mailers and geo fencing, and what you're going to send your clients on your day on your database over here. What I could tell you is for your emails that you're going to send out once a month or once a week, four times a month, what I would do is I would record 12 videos, one for each uh month, and just make it more catered to your market. Like you have a January video, you have a February video, you have a March video, you know, like, hey guys, it's uh this is how to winterize your home. Three tips to summarize your home, you know, prevent this kind of mold or this when it when it rains in August or hurricane se whatever it is.

[00:15:11]Three ways to check out if your your windows are still in good condition or your AC or whatever. But without going into like the actual tactical um listing appointment and circle prospecting, the other thing I would tell you here is uh when it comes to the sales and practice required, you're going to need a five out of 10 sales skill to go land one appointment for every 20 people that you um speak to. The consistency and how long it'll take you to get there. It'll take 30 days and it'll take roughly 15 to 20 hours. And then by day 60, you guys should be at about a 6.5 to a 7.

[00:15:44]And then that should that should trim this down from 1 to 20 people to 1 to 15, which is going to keep condensing.

[00:15:51]Instead of you converting 10 to 15% on listing appointments, you're going to convert 15 to 25%. Again, once you get to that like six to a seven, then when you get really good, you're going to start converting like 30 to 40%. And then after that, it's uh you know, that's when you're really really good and build a brand. But this is basically in a nutshell everything that I could possibly give for free game. If you guys have any other questions, you want to see more of a deeper detail on what softwares and systems we use, the scripts behind it, how we prepare, how we're using AI to leverage, you know, just speed and efficiency with uh certain things in the business from ranking our leads from best to worst.

[00:16:27]So, know we know who to call first and everything else in between. I would encourage you to visit us at one of our free live trainings that we do. I do about one a month where I literally just pull back the curtain and show you exactly what we're doing and what my 1400 students are doing to grow their business right now and hit these targets with ease. So, uh, like, comment, subscribe, share. I can't talk right now. Uh, go to my Instagram, follow me at NUcci Real Estate. But this is it in a nutshell. I appreciate you guys. I'll see you. Peace.