How To Close 30+ Real Estate Deals Every Year

By Philip Kang

Philip Kang is the visionary team leader of the HomeReady Team, based in Orange County, California. Since founding the team, Philip has driven rapid growth year after year, with the team on track to close over $150 million in real estate volume in 2025.

How would your life change if you were in the top 0.5% of all real estate agents? On my team, the average agent sells over $10 million in real estate every year. Most people think the secret is having dozens of different ways to find clients. It is actually the opposite. The key to hitting 32 sales a year is having fewer lead pillars, not more.

If you follow this simple formula, you can stop spinning your wheels and start closing deals.

First, I want you to pick four lead pillars. Not two, not six, and definitely not ten. You need four areas that you can work consistently every single week.

The math is simple: Your goal is to get two closings from each pillar every quarter. With four pillars and eight total deals every three months, you hit 32 sales a year.

Next, build upon these two non-negotiable pillars. Every agent should start with the same first two pillars:

Pillar 1: Your database. These are the people who already know, like, and trust you. Even if you are a younger agent and your friends aren’t ready to buy yet, you can still get referrals.

Instead of asking “Are you selling?” ask: “I have clients looking in your neighborhood. Who do you know that might be open to selling?” This opens the door to their entire network.

Pillar 2: Open houses. If you don’t have listings, go to your broker or other agents and ask to host theirs. In a 12 to 14-week quarter, if you do two open houses every weekend, that is 28 opportunities. Even if you aren’t great at them yet, you will almost certainly land at least two deals out of 28 tries.

Now that your foundation is set, you can choose the final two pillars based on your strengths and personality.

Pillar 3: Prospecting. This includes calling expired listings, “For Sale By Owner” (FSBO) leads, or door knocking. We also love “Buyer Letters,” where we mail a specific neighborhood letting them know we have a buyer ready to go.

Pillar 4: Networking. This could mean joining a local organization or building relationships with “referral partners” like divorce, probate, or trust attorneys. You can also network with other service-based business owners.

If those four pillars don’t feel like the right mix, you have additional options.

● Buy online leads: You can buy online leads or join a team that provides them for you. On our team, agents get 80 to 100 appointments set for them. It is a great way to build your book of business fast.

● Content creation: Social media and YouTube are powerful when done consistently. Anything that puts you in front of new people on a regular basis can serve as a strong pillar.

Once you have your four pillars, create a weekly action plan for each one.

Don’t get distracted by the “shiny object” of a new marketing trend. Stick to your four, aim for those two deals per pillar each quarter, and you will see your business transform.

If you are ready to join the top 1% of agents, I am here to help you implement the “Power of Four” formula today. Book a time on my calendar, text me at (714) 451-4543, or send an email to [email protected] to get started.