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With more than 20 years of experience as a top-selling real estate agent, Sherri Johnson has been  the executive of three top national independent brokerages and is an incredibly successful real estate coach. Over the course of her career,Sherri has been able to educate thousands of agents and is responsible for the success of more than 700 agents, leading them to earn a collective $1.6 billion in annual sales volume.

Sherri not only shared her tips to create a goldmine pipeline and build a successful business during the Secrets of Top Selling Agents webinar program. She also hosted a live Q&A session via Facebook Live after the webinar.

The Webinar Recap

Sherri’s main theme was how to use the Goldmine Pipeline to build up your real estate business. But what is the Goldmine Pipeline? Sherri made the comparison to the Alaskan pipeline stating “that is goes on forever, and so should your sales pipeline.” You have to be able to combine thoughts of the future and the present so you always have someone and something waiting for you.

Here’s how you create your own pipeline:

  • Each year, set a goal for yourself for how much you want to sell.
  • Build an inventory of clients and keep adding to that inventory.
  • Look for potential business in your pipeline.
  • You have to organize your leads and figure out where they are.
  • If you are having trouble converting leads or closing deals, change up your approach in your verbal scripting.
  • Ask for the appointment.
  • Build a healthy relationship with your clients and keep a steady line of communication open with them, but don’t overwhelm them. Just be there to support and guide them until they are ready to buy or sell.
  • One of the most important things is to remember the 90-day rule. What you are doing today will result in where you are in the next 90 days.

Facebook Live Recap

After the webinar was complete, Sherri took to our Secrets of Top Selling Agents Facebook Group to host the first-ever live question and answer session. Those who participated were able to get advice and coaching directly from Sherri. Check out some of the questions and responses below, then join the group to watch the recorded session:

Q: How well do you find that it works to have a fellow agent serve as your accountability partner?

A: For me, I could never do it. But, if you find the right person, it will work. If you can find the right person that will push you, coach you and make you better, then do it! Someone who is willing to share their best practices with you and train you along the way might be the best thing for you. Every top business professional has an advisor or a coach.

Q: When meeting someone new, how or what do you suggest to say to engage and hold their attention?

A: Great question! When I meet someone new, I make sure to have no distractions. I put my phone away and dedicate my attention to my new client. I speak with conviction and knowledge. I also add value to the conversation to make sure that I am providing them with something that they can use, whether it be a home-buying guide for getting ready to buy a home or just some advice for getting ready to sell.

There were many other questions that were asked during the session on Facebook Live. Sherri stayed on the Facebook Live session for just over an hour and was prepared to answer many different questions.

Sherri’s webinar was just the start of where many real estate agents came to learn about how they can build their business to be the best it can be. You can view the live Q&A session and join the Secrets of Top Selling Agents Facebook page here so you can learn and join in on future live sessions as well.