The Real Estate Road Map: 7 Stages to List, Sell and Repeat

If you want to impress people, make it complicated. But if you want to really help people, keep it simple.

So I've put my whole coaching system on one page.

It's called the Real Estate Road Map. It's free, and it shows real estate agents what to do at every stage, from the first letterbox drop to the Google review.

[IMAGE: the Road Map poster, linked to the PDF]

[Download the free Real Estate Road Map →]

Key takeaways

• Every listing and sale follows the same seven stages
• Score yourself out of 10 at each stage
• Your lowest score is the one to fix first

What is the Real Estate Road Map?

After 26 years in real estate, here's what I know. The best agents aren't doing a zillion things. They're doing the same seven things well, week after week.

The Road Map puts those seven things on one A3 page you can stick on the wall.

What are the seven stages?

LIST

1. Attract new sellers. Work your farm area and run ten campaigns a year, roughly one every five weeks.
2. Capture leads. Every buyer and seller goes into the database. In every conversation, use the three P's: pulse, property, permission.
3. Nurture prospects. Twenty connects a day. Not calls. Not dials. Connects.
4. Convert to listings. What you do before, during and after the listing presentation.

SELL

5. Vendor management. Seven points of contact in the first seven days, then get the price right.
6. Working with buyers. Six appointments every Saturday, and the FOOP dialogues: "Is it the house or is it the price?"

REPEAT

7. Get referrals. Thank the referrer, keep them updated and ask for the Google review.

How do you use it?

It's very simple.

1. Print it and put it where you'll see it every day.
2. Score each stage out of 10. Ten is world class.
3. Start with your lowest score. Pick one item from that stage and put it to work this week.

Here's my advice. Don't guess your lowest score. Getting the listing used to be the hard part. Now it's getting it sold, so plenty of strong listers are finding their gap at stage 5 or 6.

Team leaders: hand it out at your next sales meeting and have every agent score themselves. You'll see straight away where the team needs training.

Labour or leverage?

Every item on the map has one of three marks:

• Labour: you do it
• Leverage: the system does it
• Toolkit: a document or resource to have ready

There are two ways to grow. Work more hours, which is obtainable. Or build leverage through systems, which is sustainable. The map shows you which is which.

Common questions

Is the Real Estate Road Map free? Yes. Download it, print it and share it with your team.

Who is it for? Sales agents, team leaders and principals across Australia and New Zealand.

How long does the Skills Audit take? A few minutes. It's seven scores out of 10.

Want help putting it into action?

The Road Map gives you the "what to do". My real estate coaching gives you the "how to do it": the scripts, the letters and the accountability.

For teams, there's In-House Coaching. For agents, there's One-on-One Mentoring.

When you're ready, I'm here to help. You know where to find me.

This is where the best get better.

List. Sell. Repeat.

Aaron Shiner is a real estate coach and trainer with 26 years in real estate. He was the number one agent in his network three years running and the first Sydney agent to complete more than 200 transactions in a year. He is the co-founder of LockedOn and coaches agents, teams and principals across Australia and New Zealand.