The market doesn’t care about your excuses. Here’s what actually determines your results.
Somewhere in your market right now, an agent is closing deals. Same interest rates as yours. Same inventory. Same spooked buyers. And yet — they’re working.
So what’s the difference between that agent and you? It’s not the market. It’s not luck. It’s not even talent.
It’s three things they control every single day — and whether or not they actually show up and control them. I’ve done over 100,000 coaching calls. I’ve heard every excuse this industry has ever invented. And after all of it, I keep coming back to the same truth:
Stop looking outside for what can only be found inside. — CoachPipes
The agents who are winning right now are not luckier than you. They are not more talented. They decided to control what they can control. That’s it. That’s the whole thing.
Three things. You can control all three of them. Most agents are controlling zero. Let’s change that
01 MINDSET — What You Think
The Battle Is Already Being Fought
Before the first dial. Before the first script. Before your alarm even goes off — the war is already being fought inside your head. And most agents are losing it before they get out of bed.
David Goggins calls it the 40% rule. When your mind says you’re done, you’re at 40%. You’ve got 60% left and your brain is lying to you. Its job is to protect you from discomfort. But it has confused discomfort with danger. Making cold calls isn’t dangerous. Rejection isn’t dangerous. The fear of it is a lie your brain invented to keep you comfortable.
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The Identity Problem
Your results are not determined by your skill or your market. They are determined by the story you tell yourself about who you are. “I’m not a phone person.” “I’m more of a relationship-based agent.” Those aren’t descriptions of you. They’re decisions you made somewhere along the way and dressed up as facts. |
I had a client nine months into coaching. Smart. Great market. Good energy. Making maybe 8 dials a day. I asked him why. He said, “I’m just not a phone person.” I said: “Show me where that’s written.” Six months later he was at 40 dials a day and had his first $1M year. The identity wasn’t real. The decision was. And decisions can be changed.
Four Non-Negotiable Mindset Practices
- Set Your Standard Before the World Gets Access to You
Every morning — before your phone, before email, before the news — write down who you are and what you are committed to. Not goals. Commitments. A goal is something you’re aiming for. A commitment is a promise you will not break. Write it like it’s already true: “I am a seven-figure producer. I deliver massive value. I do not skip my standard.”
- Kill the Market Narrative Every Single Day
Every day this industry tries to hand you a story. Rates are up. Inventory’s down. Buyers are scared. Counter it with evidence. Pull up your last deal. Pull up the name of one agent in your market doing 50 transactions a year. You become the prosecutor and the narrative is the defendant. Destroy it with data.
- Feed the Mind Every Day on Purpose
Mike Ferry said the same things over and over in his trainings. People used to joke about it. The agents who got rich stopped joking and started listening. Repetition isn’t a limited mind — it’s a disciplined one. Minimum 30 minutes of training content daily. Not to learn something new. To keep the blade sharp.
- Build Accountability, Not Motivation
Motivation is a feeling. It comes and goes. Accountability is a structure. Find one person who knows your minimum daily standard and will call you on it when you miss. That conversation needs to be uncomfortable. If it’s comfortable, they’re not holding you accountable — they’re just being your friend.
The standard you walk past is the standard you accept. — CoachPipes
02 SKILLSET — What You Say
top Winging the Most Important Conversations in Your Business
When was the last time you actually drilled a script? Not read it. Not glanced at it before a call. Drilled it — out loud, over and over, until it was so embedded in you that you could deliver it at 7am half asleep and it would still land?
Most agents can’t answer that question. Because most agents are improvising through the most important conversations of their business. Surgeons don’t improvise in the OR. Pilots don’t wing it in the cockpit. But real estate agents — handling the largest financial transaction of most families’ lives — somehow decided that winging it is professional.
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The Mike Ferry Principle
If you learn the right words and say them exactly right, people will do what you want them to do. That’s not manipulation. That’s craft. The difference between an amateur and a professional is the professional has done the reps. They’ve earned confidence through preparation. |
Every agent has the same six conversations on repeat: the prospecting opener, the qualifying call, the listing presentation, the pricing conversation, the objection handler, and the closing sequence. Master all six and you can make a million dollars in any market. And here’s what’s wild: 87% of the objections you will ever face are completely predictable. Same objections for 40 years. And yet most agents still get knocked off their heels by them. Because they never drilled.
Three Scripts That Close Deals — Word For Word
Expired Listing — First Contact
“Hi — this is Bill Pipes. I know your home was on the market and it didn’t sell. I’m not calling to pile on. I’m calling because I specialize in getting homes sold that other agents couldn’t. Can I ask you — what do you think happened?
Notice what that script does. It disarms first. It names the elephant. It positions you as a specialist, not a salesperson. And then it shuts up and asks a question. The next person who speaks loses. Sit in the silence.
The Wait Objection — “We want to wait.”
“I hear that a lot. Can I ask — what exactly are you waiting for? Because a half-point move in rates doesn’t change your life situation. What does change it is being in the right home. What is it you’re actually waiting on?”
“We want to wait” is never really about waiting. It’s about fear. You’re not fighting the objection — you’re unpacking it. Find the real fear. Address that.
Seller Pricing Objection
“I appreciate you sharing that number. My job isn’t to list your home — my job is to sell it. And if we list at that number, here’s exactly what happens in this market… Can I show you the data so you can make this decision with full information?”
Amateurs practice until they get it right. Professionals practice until they can’t get it wrong.— CoachPipes
The 21-Day Drill Protocol
Every morning, pick one objection you struggle with. Record yourself delivering the response — full voice, own it. Play it back. Be brutally honest. Would you be convinced? Drill it ten more times. Then drill your secondary response when they push back. At the end of 21 days, that objection no longer exists for you. You don’t get confident and then practice. You practice until you become confident. There is no other sequence.
03 WORKSET — Your Dials
his Is Where Truth Lives
You can have a bulletproof mindset. Scripts so polished they’re works of art. And still be broke. Because you didn’t pick up the phone.
Mindset is the engine. Skillset is the fuel. Workset is where the rubber meets the road. This is where it either happens or it doesn’t.
Activity covers all sins. Inactivity reveals all weakness. — CoachPipes
The Minimum Standard
20 dials every single day. Not a goal — a floor. 20 dials produces 4–6 conversations. 4–6 conversations produces 1 qualified lead. Five days a week for 48 weeks and you will never have a lead problem again. Your minimum standard isn’t what you do on your best day. It’s what you do on your worst day. THAT is the standard. Your floor is your foundation. Foundations don’t crack.
5AM — Mind First
30 minutes before the world gets access to you. Write your commitment. Reinforce your identity. Set your standard. Non-negotiable.
6AM — Skill Drilling
20 minutes on your hardest objection. Record it. Play it back. Repeat. This is where skill compounds.
8AM — Phones Open
You are dialing by 8am or you are already behind the agent eating your lunch. No email. No Instagram. Dials.
EOD — Score Your Day
Dials. Contacts. Appointments set. Listings taken. You cannot manage what you don’t measure. You become what you track.
When All Three Fire at Once
It’s 5am. You’re up — not because you wanted to be, but because you are committed. You write your standard. You load your mind. At 6am you drill your hardest objection for 20 minutes. Not because it feels good. Because you are building a weapon.
At 8am the phones open. An expired answers. They’re combative. They’ve been called by twelve other agents this morning. You don’t flinch — because you’ve drilled this exact scenario 200 times. The words come out calm, crisp, confident. You book the appointment. By 11am you’ve made 22 dials, talked to 6 people, set 2 appointments.
One day of this doesn’t change your life. Thirty days changes your month. Ninety days changes your year. Three years — unbroken, unbowed, unexcused — and you become the agent other agents talk about. The one who “got lucky.” You’ll know the truth.
The market will go up. The market will go down. The only constant — the only thing truly, completely yours — is what you think, what you say, and how hard you work.— CoachPipes
Control those three things. Control them every day. Everything else takes care of itself.
Now go build something.
No More Excuses.
Only Standards.
Write down your minimum standard for Mindset, Skillset, and Workset. That floor becomes your foundation. And foundations don’t break.