Summary:

Every January, I watch talented advisors realize they have to climb the mountain all over again. It doesn’t have to be that way.

This week we go deep on Stage 3 of the Lifecycle of the Client: The Pipeline. Every salesperson needs a scoreboard. Yours is your pipeline, and it should never reset on January 1. I walk through the five sections every pipeline needs to run a real estate brokerage business, the math that tells you if your pipeline is big enough, and why a 12-month rolling view beats YTD every time.

It’s one of the highest impact, easiest to implement, and lowest cost projects you can take on before 2027. It takes about an hour to build. Once it’s in front of you, you never miss an opportunity.

What we cover:

1. (02:08) The question I asked advisors in January, and what their answers told me
2. (04:10) The warm list and the hot list: the nurturing business and the business getting serious
3. (06:32) Active, under contract, and closed, plus Connection #1 and #2 and the rule that your pipeline should be 2x your goal
4. (08:56) Why this project scores high impact, easy to implement, and low cost
5. (10:59) Using AI to update your pipeline weekly, and why 12-month rolling beats year to date

Sit down this week, put everything in one pipeline, and watch the numbers move.

Connect with Jim:

1. Grab the pipeline tracker from this week’s Take Flight Weekly newsletter. Sign up at askjimmiller.com
2. Follow on Instagram @askjimmiller. Pipeline is also in my profile link.
3. Leave a rating or review on Apple Podcasts or Spotify. I read every one.