KGCI: Real Estate on Air - The 400K Roadmap: Mastering the Daily Success Structure for Agents

Episode Date: July 16, 2026

Summary:Host John Kitchens and "Expert Mentor" Curtis Shewell break down the "400K Schedule," a high-performance system designed to eliminate the "real estate roller coaster". Shewell argues that goals alone are insufficient; agents must commit to a rigid daily process to ensure consistent income. The episode outlines a specific four-hour, four-day-a-week framework focused on mental warm-ups, new business prospecting, and regimented follow-up. By focusing on winning just "one" client per day, Shewell demonstrates how even average agents can achieve multiple six-figure results.

Seven-figure success starts when you start thinking like a CEO. Welcome to the John Kitchens Coach podcast Experience. This is your host, John Kitchens. Get ready to think bigger and transform your business into a path to lasting freedom. What is happening, everybody, man? Guys, welcome to expert mentors live. And this is, man, the show where the experienced operators break down what actually works and what actually drives results. And I'm excited to have the man, the myth, the legend.

in Mr. Kurt She Will in the house with us. Kurt, good seeing your brother. Brother Johnny, how are you, my man? You're my favorite guy. And I just love doing these with you. You and I could go on for days and never run out of material and stuff to talk about. So you're my favorite.

You're all your expert mentor stuff. I use that as a library to go back through all the time. I bring agents and do it. Look at this, watch this, watch your guests, your video, your content, and your own personal stuff. So I'm a huge fan. Thank you again for having me on. Appreciate you, brother.

And this is always fantastic. Like I said, we can go hours. That never, that'll never get old. And we're going to keep doing this. But today, I really want to dive in and really unpack that 400K schedule and really understand what takes what it takes, right? That's really it. And I remember when we still had the brokerage, this was a lot.

This is before Dallas and sitting on stage. And they would get me and Kinder up there together. And we would ping and pong through things. And people would get into the KPI questions and stuff with us. And Kinder and I, just like, we want. weren't really big on the KPI numbers. We were like, dude, it takes what it takes, right? Like how many dials do you need? How many conversations do you need? And our answer every time, I shit you not, Kurt, was always as many as it takes. Literally, that was our answer,

whatever it takes. So I get that type of mindset and mentality. And I, it's just, it feels like it's fleeting. And I know you get to speak with a lot of more agents in the trenches than anybody else. And getting into that kind of that conversation, I don't know, how many, how many hours do I need. How many calls? Dude, whatever it takes. That's really your goal. It's whatever it takes. So I'm excited for you to unpack this for us today. It really is, though, right? The problem is everybody has goals. And here, I'm going to hit my goals. And what's it take to? What's the secret sauce? Everyone's secret sauce. And it's exactly what you said. And I'm happy to go through some of that with you. So you let me know, and I'll just go right down to that for you. Man, let's do it.

Let's unpack it for everybody. And I think the big thing, too, Kurt, I don't, you know, we don't need the whole backstory. We've got other episodes and podcasts that break all of that down. where for me, most of the stuff that gets implemented in my life, I'm at a point that like, I need this in my life to be able to keep moving forward. So for you and mastering the schedule, mastering it takes what it takes? Like what was the breaking point? You're like, oh, dang, I need structure to this. I need to get serious about this. No, 100% Johnny. What I found was talking enough people. What happens is I learned two things a long time ago. One, when you're talking to somebody, you're either talking at them or you're talking to them.

The question is, are they hearing you? Now you're talking to them. When they're not hearing you, they're just like their wind, their hair's blowing back in the wind and they're just like, whoa, it's like the fire hose stuff, which is what we typically do, right? We go up there and they show it. And they're just like, oh my God. And then they can't leave the room and implement anything because it's just too much.

It's just too much. And the thing is, I've got to cover all this for you. So I got to cover all this. And what happens is you hit it fast, you have a heart. They're still trying to digest it. So what ends up happening is you're talking at the, them and they're just like, wow, this was entertaining. It was like a really good movie, but I couldn't really explain the plot. Yeah. What do I do? So they don't walk out of it with

what I could implement today. So I started changing when I'm explaining these things and I'm going to go through this with you really quickly. And literally in a very short amount of maybe 20 minutes, I'll be able to take you through how you make $400,000 here and you can implement it today. And any agent can do any of this today. And I can show them that you can walk out of here and go do this right now. So now I'm talking to them, not at them, and then they can understand it because I have to say the one thing, I'm going to show you a quick slide. The goal will not get you there because you know the goal. And we talk about this stuff. I'm like, no, as long as I have a goal, right, I put it on my mirror and I've been taught, right? I just taught that same crap too.

Look at there's a goal. Just tell yourself, I'm going to do that. I'm going to do that. The problem is there's no plan, right? There's no system in place. If there's no systems in place, there's no processes, I can't trust the process because I don't have a process. I don't even have a system. And the biggest thing we know is agents screw up the most is follow up. And we've talked about it. Matter of fact, the first time I really wanted to implement,

a really great follow plan, I asked you for it. You sent it to me. And I learned that thing. And I worked through that. And I was like, my God, this is the greatest follow plan I've ever seen.

But it's so complex. So deep, there's so much to it. Then I said, okay, I started teaching it to my agents. My agents are like, yeah,

way too much. And I'm like, I've got this of Goddy kitchens, man. This is the greatest thing. Jay Kinderram, they built this thing. It's insane. It's so good. And they're like, yeah, it's too much. It's too much for me.

And I realize you have to really simplify it. People are, oh, you got to tell me a doubt. And that's not about doing it down. It's simplifying it. So the agent can put their finger on and go, okay, step one is this. Step two. Is there step three? I get what I want. They're about three deep. When you go down, 10, 10, 12 things, you're just too deep for the too far. You broke it down too much. Now they get that paralysis by analysis. They're over learning. They're over to concentrate. They're trying to figure it out too deep, too much. Just do it. right, it's the old Nike, just do it. So I found that they take the best and the best stuff that you've taught me, stuff that Jay Kinder has created and Michael Reese and these guys who are brilliant at the stuff. If I could just break it down really simple and make it into three steps.

So ABC, 1, 2, 3, 1, 2, 3, ABC, that's it. They'll have a lot more success. So I found that when I told them that, your goal will not get you there. Just because you have a goal isn't going to get you there. You have to have a system in place, and then you've got to create the process or processes inside of it. And if you follow those, you don't have to think what you're supposed to do. You don't have to think about what's my next step. It's right here.

It's the process. It's this. Then the process is this. Then it's this. And you will have MAGA success. And I'm going to show you you could fall down and be a horrific agent and make stupid money. You really can't. You just have to have a system and trust the process.

The goal is the money. So I throw a number out there to show people how simple it is to make $400,000 selling real estate. It's not easy. There is a ton of work. that goes into it. So Johnny, so if I literally said to you slide one, what's the most important thing? It takes what it takes. Right? If you're going to get on the phone and hammer the phones and you're going to be a warrior on the phones, great, do it.

And I'll show you exactly when to do it and how to do it. If you don't want to get on the phones and oh, my God, I'm a warrior, but I'm a digital one. I love keyboards and I don't talk to me. Oh, my God, I can't pick up a phone and talk to me. I can laugh about it. At some point, you're probably going to have to talk to them. You can't sell my house to you at least show in my house. or talk to them about it.

At some point, you've got to talk to them. And they're like, okay, Kurt. Yeah, but okay. What if we prospected them? What if we fill your pipeline with people that are people that talk to you the way that you're better at? Maybe it's texting on this silly little device. Maybe it's emailing them. Maybe it's smoke signals.

Maybe it's door docking. Maybe it's open house. Maybe it's whatever the heck you want it to be. I don't care. I'll show you the process because you know what it takes? It takes what it takes. It takes what it takes. Because everything works some of the time.

Some of the time everything works. And some of the times it just doesn't. So that means I can't do one thing. If I'm at one trick pony, I got one trick. And when it doesn't work, I lose. Why are we losing? How about if I do a little bit of this, and I do a little bit this, and I do a little bit this,

and I do a little bit of this. All of it works some of the time. So I get a lead here. I got a lead here. I got a lead here. This one's kind of drying up. Great. Let's focus on these ones a little bit more that are more fruitful right now.

Then the market shifts. And what happens? Oh my God, these work a little bit better this time. These, they don't work so good this. Oh, no, these are working better this time again. That's what happens, right? It's a whack-a-mole. But if you're playing the instrument, you can get all the sounds you want.

Everything works some of the times. Some of the times everything works. Some of the times you have done. You've got all your ways of doing it. So fill your pipes. So do what it takes. And it takes commitment. That's all it takes.

So what does it really take? It takes commitment. I'm committed to my system and I trust my process. If you do that, you win. So if I say this to you, right? What you have to have is your foundation of doing what you're going to do. Live by a schedule. Commit to that.

It's the basics. Right? The problem is agents go, oh, I'm going to cut right to it. Cut to what? You don't even have anything. You're not above the basics. The basics are getting people up for success. The basics are letting your client know what to expect. You and I were talking offline before we started today about people saying one thing but meaning another thing. They tell you it's going to be this, but then when you get there, it's that, it's not even this, right? And it's a real letdown and you feel unimportant, you feel unappreciated.

You don't feel like you were true. You felt you were misled in a way, right? then it feels bad and sour. Your clients feel the same thing. Because the problem is you don't have your basics down. I tell my client, here's what we're going to do, right? Give them the outline. They'll follow it.

Give them directions they want to lead. Tell them what they're going to get and then give it to them. Mean what you say and say what you mean. Say what you mean. Say it and mean it and mean it and mean it. And live by it because I'm going to show you exactly how simple this is. It's not hard. It's not difficult.

It's not easy. You get to the work, but it's so simple. But we miss the basics. You're not above the basis. If you're solid, to win. You're solid. Johnny, we all have to have a script.

What's your script? It's a series of questions that you ask naturally to get you down the path that you want. The better than questions you ask, the faster you get the result you want. Stop asking people what their color is. They don't care. That has nothing to do with what you're trying to do with them. Ask them right. It is.

What it does is because the consumer's job is to take you off the path. And the script allows you to get them back on the path because our job is to help them get to where they want to go. Their job is to throw us off the path. they got all the questions. They don't know anything. They think they know things. And they're going to derail us every chance they get. Sometimes most of the time it's unintentional and they're not aware of it.

But our job is to help them and then get them back on the path. And that's what the scripts do. I love what you said about, but it takes what it takes because like you said, depending upon there's so many in the realities that real estate agents and we're talking to 400K, 500K, $500,000, $1 million, two, three, million. We're not building, we're not building the next EXP. We're not building the next KW. We're not building the next remax. We're not building these brands in this industry. We're building our team,

our business. Most of the time, most agents are building their personal brand. They're building maybe a lifestyle business. There's few that are actually building a business. But we're not building a billion, two billion, three billion, 10 billion, 100 billion dollar company. We're building half a million, a million, maybe two, maybe three million dollar company. And when you're building those type of companies, there's a lot of trails and a lot of paths to get there. So to your point, you were nailing it. Man, are you great on the phones?

Are you great with expires? Are you great with internet leads? Are you great at open houses? Are you great at networking events? Everybody has their kind of their strength to be able to lean in. And it's how many conversations do I need to have? I don't know what lead source are you talking to because every one of them is different. But listen, every one of them takes what it takes in order to get the output.

So I love that. And then the other right here, what you're talking about is you are not above the basics. And to me, when I hear that, Kurt, it comes down to a belief system. And it comes down to values. And one of my favorites is I believe everybody takes out the trash. That allows in your mindset is like nobody's above taking out the trash in this organization. Like the trash is full, you take it out. You're not above it.

I don't care if you're the president. I don't care if you're the CEO. I don't care who you are. Everybody takes out the trash because guess what, Kurt? Because nobody's above the basics. Ah, I love that belief system. That's it. 100%.

Think about this too, John. So many agents with, oh, Kurt, I don't do Fisbo's. I don't do expired. That's just not my thing. Those kind of calling prospect, I don't do that. It's okay. When you did it, how did it work? I haven't done it.

How do you know you're not good at it? And what throws people off? is when you go, yeah, I know it's scary. You don't want to do. I always said, how do you know you're not good at? Because I didn't know what it was good at until I did something and said, man, I'm pretty good at that. I also didn't quit until I tried something a hundred times. That was a Floyd Wickman.

He told me, don't tell me you're not good at something until you've done it a hundred times. Then you can tell me that the script doesn't work. You can tell me the fellow doesn't work. You can tell me the clients don't work. You can tell me the system doesn't work. You can tell me this process doesn't work. But if you haven't done it 100 times, you don't even know it yet if you haven't mastered the basics of it. What are some of the basics of it?

that you see agents trying to skip. What do you see them trying to skip what basics to overcome? Yeah. You've seen that separate top producers from everybody else. Here it is. Great question, my friend. It's really simple. What happens is they stop breathing because they're trying to eat.

And what do I mean by that? When I say that to you, right? Knowing your goal doesn't get you to the goal. You have to have that system and that process that you have to believe in and be regimented. So what happens is the agent gets. a client, right? So we're just prospecting. We're breathing, right? We're prospecting. We're prospecting. We're prospecting. We got one on the hook. We got, oh my God. Oh, my God. They're going to write with it. Oh, my God. They're looking at howl they're going to do. Oh, my God. Oh, my God.

Oh, okay. I stop what I'm doing. I stop breathing. Because I got to eat. I got to eat. I got to get this enclosed. I got to get this. I got to get this check. Because I've already spent that money, Johnny, before I've even got it. Right? So I got to eat. So what's the action that you're not breathing because you're trying to eat? Well, what if we breathe? Well, all the time and we kept filling our pipeline with our clients what happens is I stopped because I had a focus on getting this one across the finish line I got to eat so I stopped breathing I stopped filling my pipeline I stopped getting another client every day so now my pipeline is dry but 30 days later I've closed this deal

oh thank God we call it the real estate roller coaster nobody explains what that really is or why we know what it looks like but it's because you stop breathing you've got eating but the problem is you can only eat once that's gone now you start to zero now I got to get back on that road okay Got to start prospect, you got to start prospect. Okay, I got one in play. Okay, oh, this was looking. Okay, this was, oh, we got a listening.

Oh, my God, I got a listen to. Okay, now, oh, oh, so I got an offer. Oh, my God, okay, stop what I'm doing. Now I'm focused here. You stop following the process. You got out of your own system. So what happens, John, it sets the difference of everybody is right here. You stop doing what you're supposed to be doing every day and breathing

because you're so concentrating and focused on trying to eat this one time. If you read and filled your pipeline constantly, you'd be eating all the time. The problem is we don't. That's the difference between the ones to succeed. Every closing, I have two more pending behind it. For every two that are pending, I have four people in play that are looking to buy or that I've listed their house that are actually in motion with me. And then I have to have 20 more in the pipe that I'm talking to to go ahead and fill it up with the four. And out of those four, I've got two that are pending.

And out of the two, one of them's going to close. Hopefully both close, but sometimes they don't. One always does. So that's the difference between consistent agents who make money and the ones who don't. The ones who are consistent breathing all the time because they live in their system and they follow and they trust their process. What is that? What's the BS story? Like, because we all do this in other areas of our life.

We've all been guilty of the real estate roller coaster. But what is the story that people are telling themselves that they pedal so hard to get the deal under contract and then they abandoned what got them, under contract and they ride it to the closing line. But what story are they telling themselves that's not serving them? I have to close this deal. I have to focus on it. My attention is not here. I'm going to lose it. Their fear of loss is their problem. Their fear of not having enough confidence in themselves. They forgot where they got what got them there because that was the daily grind. What happened was they forgot that those were the basics that I had to follow and they get away from the basics. And now what they do is I got to close. I got to close. I have close.

It's going to close. Do what you're supposed to do. But if you live by that schedule and you did this, what happens is you get so busy working on this one thing, you're not productive anymore. So when I ask you, busy, are you productive? You were doing all the income producing activities, which was very productive. Then you stopped because you thought you had to stop to focus on just getting this thing across the finish line. And that's what happens, John. So they constantly do this themselves. They self-sabotage without realizing that's what they're doing, right?

And they're mistaking, riding it to the first. as being productive when that's just being busy. Just exactly. They're like, Kurt, look how productive and what's the deal? Great. What's in your pipe? How many pennies you got behind?

You got your two penny? No. Look, you got your four people there? No. Do you have the 20 that are, no? That's a heck of a pipeline. You've got to go refill.

And I don't want to take you about a month or two. And then you'll finally get the next one. And then good. In 69 days, you'll close another deal. This is why those agents only close zero to four deals a year. Seven out of ten close zero year. And this is why. The one deal that they stopped

doing all their prospecting and filling their pipeline. They stopped because they're focused on this one, and they're so crazy to be focused on it, and it falls apart. Now they're devastated. Now they didn't. They stop breathing, and they certainly aren't eating, and now they're dead in the water, and now they're three months out, four months out,

and they've had zero sales, and they're back to zero. They don't even have to get into the pipeline. Now they've got to spend the next 60 to 90 days creating a pipeline. I'm going to show you in the next few minutes here, how you fill a pipeline so full that the truth is you can, you can handle even close to what's in it. You'll lose half of them because you can't even keep up with it. That's the difference.

And if you do that, I'll show you really quickly how you can make the least $400,000, if you really aren't very good. Okay. Let's do it. Show me the way. So let's stop being busy. Let's be productive. Productive means you're very busy, but in a very controlled environment, Johnny.

This is your basics. Stick to what you do. Stick to what you do. Stay in your lanes. Stay in your lanes. But you're going to create your lanes, A, B, C. Really simple as that. Here's how that looks and here's how that works.

So what you have is you've got your schedule. So let me give an example. I draw this out for every agent. And I tell them, can you commit to four hours a day, four days a week, Johnny? That's it. Four hours a day, four days a week. I need 16 hours from you. That's all I need.

Okay? And I will literally fill up your entire business with productive activities that's going to let you eat forever and you'll keep breathing all the time. Okay, simple as this. Start your day off by getting yourself ready. The best athletes in the world. Serena Williams didn't become the best women's tennis player in the world. Tiger Woods didn't become the best golfer at that time in the world. Tom Brady didn't become the best quarter of the world without being prepared for the game. Their warm-up is everything. I start off the day. Monday, Tuesday, Wednesday, Thursday, I literally break it out in your four days for you. Monday, Tuesday, Wednesday, Thursday. That's all I want you doing is starting off your day. So we do a coaching call for anyone in the entire industry. industry for free. It's a phone call calling the conference line. There's 130 to 150 agents every day on this call. And we roll play through different scenarios. We talk about each different deal that they've got going, how to work it through, what to do, how to negotiate it, what they should be doing, what they should be saying, how they get these deals across the finish line.

We help them with that. But we also teach them how to get these people to go ahead and be your next prospect that actually wants to work with you and how to get people to stop ghosting you. Here's how you do it. Right. So you practice and get your warm up. Your warm up's done. It's an hour call. We call 45 minutes. It usually takes 45 to an hour because there's so many agents on there talking about so many things. We make sure that you're ready.

So now your head's in the game for a full hour before you start prospecting, what, new business? I need you to work four days, just those four days, a new business. And I want two and a half hours out of you. That's all I want. I want two and a half hours out of you. That's all I want. Here's the truth. If you get your job done in the first half an hour, you're good.

If it takes you an hour, you're good. If it takes you two, that's fine. But I want you to give it a full two and a half if you're struggling. All you're doing is reaching out to people. And I don't care if you're doing it on this little phone thing. I don't care if you're picking up the phone. I don't care if you're texting. I don't care if you're email.

I don't care whatever you do. Knock it on doors. You got two and a half hours to do it. Start at eight during the morning and get it done by 11. Because that's the time I want you doing nothing but focusing on that. You're not answering the phone. Let me say it again, John. You're not taking calls from your clients.

You're not texting your clients. You're not email. Yeah, but current clients are getting back to you. Right. And you're going to teach your client. to play by the rules and they always will you're going to tell them here's the thing in the mornings i've got my coaching my trainings i've got all my deals that i'm putting together i'm in my meetings all mornings so every day mr mrs jones i promise you this you can text me call me leave me

voicemails send me emails whatever you want to do send them all to me and i will get them i promise but i will not be able to get back to you until 11 a.m but i promise i'll get back to you before noon. So I'll never ever not get back to you before noon, but it won't be before 11 a.m. That I can be certain of. But please call all you want, text all you want, leave me a message, whatever you want to do. Because here's what you're going to do, folks, because I'm going to make sure that you're all taking care of by noon. And I will always get back for you by that. I promise you that. I've just set the tone of my client and I gave them the rules and they know by it and they'll be fine. Now, if you have a cur, what if my clients are working, they take care calls?

Great. Tell them. Should be messages. No problem. And give me a time I can call you back in the afternoon. I can't get back to you before 11 a. Am. Tell me when I can. And then I'll make it out and I'll accommodate and we'll work on it. But here's the thing, guys. You do not sacrifice breathing because you're trying to freaking talk to somebody. You're trying to put something together. This is where you build your pipeline right here. This is your basics. This is your process number one is get here and get your head right. Process number two is fill your pipeline with clients. What does that mean? How many do I get? And guys, really simple. I'm going to give you something really profound.

Johnny Wright, you better be sitting down. This is going to be this really. Whoa, here's your secret sauce. You know how many you need every day? You know what you're working for? Every day. You know what you're working for? How many? What?

Zero's not a number. Zero is zero. It's nothing. I need to do something. I need one. I don't need two, three, five. Okay, Kurt, how many people? One.

I need one every day. Four days a week. Now, here's what's really cool. They just came out with something new, John. World did a whole new thing. It's really crazy. You know what they did? They created every month now has at least four weeks in it.

Something new. I know, right? Crazy. You get four weeks to do this in a month's time. So guess what? Because your bills come in every month. Isn't that weird? Yeah. So they've made four weeks in it to give you for this. So you could prospect each day. I'm only looking for one, John. I'm only looking for one. I need a buyer or sell. It doesn't matter. Just give me one. And what does that look like? I'm going to do this for my couple hours a day. Just a couple hours. I'm committed to doing it. And some days I might not get any. Sometimes I might get two. I don't know. But I just try one. One. One. One. Power one. I just need one. Now check this. out John remember 400,000 Kurt how can do that with one I'll show you now soon as I'm at 11 o'clock guess what I'm doing it's total F you time baby it's all followed because they don't have a process ages don't even use time for follow up they follow up whenever they're talking somebody they respond to people stuff your clients training you and when I say jump you jump when I say stop your business you stop your business for me and you're doing it what a horrible way can you imagine your doctor telling you hey John I want you to come up for the surgery

Just whenever you want to show up, just let me know. Come on in, and we'll start the surgery. We'll just be sitting here waiting for you. Yeah. Let's get real. We all get 168 hours a week. The difference is how we use them. If you want to stop wasting time on distractions and start using your time to actually build something,

download the agent to CEO productivity planner. It helps you structure your week with clarity, block distractions, build better habits, and align your calendar with your goals. Head over to Sunday Planning 168.com. that Sunday Planning 168.com and grab your copy today. Start running your week instead of letting it run you. Let's get back into it. You either run the day or the day runs you, right? Jim Rone 101. So real quick, just to clarify, just so everybody understands correctly, that one, you're talking about one set one new appointment. Is that what you're talking about? One client that

commits to meeting with you, a buyer, a seller, whatever it may be. And let's just pretend it's Monday. If, remember, live in the hypothetical, John. Yeah. Never lose in the hypothetical. Hypothetical expands. It gives you infinite power. You can never lose. Why?

Because it's hypothetical. So John, as you see you a quick call, and ain't even looking to buy in some houses. You're not going to believe this, but John, it's the beginning of the month. A whole bunch of new houses just hit the market. Holy smokes. I'm sure you haven't seen them yet. Matter of fact, a lot of these different sites are doing private listings and there's stuff all over the place you can't even see.

I can see it. What's great is, I want to. to show you a couple of these houses if i could find you john if i could find you the perfect house this weekend would saturday work for you to go see it if i could find that perfect one for you john would that work for you and it's saturday not saturday but sunday oh sunday perfect great let's set at all the time right now because i know for fact i'm going to be able to show you on on sunday at one o'clock perfect let's set at one o'clock work for you one to three perfect so here's what we're going to do i know i got one i probably have another one shut up no kidding i know it's crazy but i'm

actually I'm going to do this with you. I'm going to come meet you at your house tonight. So I can sit down and we can game plan. I'm going to show you what I'm looking at and show you where some of these houses are. I want you to play around with it. But I don't expect you to do my job. My job is to find the right house for you, Mr. and Mrs. Jones. So what we're going to do today is set up a strategy of how I'm going to find the perfect

house for you. And I'll come to you tonight. Why? Because I'm open for one to eight to be able to come and see you whatever time works. Because I'm going to come out there. I'm the best agent on the planet. And I'm going to actually come out and sit down with you. So that's what we're going to do.

But on Sunday at 1 o'clock, we are scheduled to go look at this perfect house for you. I'm going to help to show you what that looks like, or we're going to figure that out. Because I don't know even what they want yet. But I know I have the perfect house for them. Because guess what? Thousands and thousands of houses sell every month. Just in my metro Detroit market where I live, hell, 4200 homes sold last month. 4200.

Do you think one of them might have fit what they were looking for? Yeah, probably. Yeah, probably. I know I have it, John. I can't lose. So on Monday, I set the appointment, but I went out and seen him. And maybe I can't see him until Tuesday, but we're going on. on Sunday. That's setting an appointment. You know how I'm going to close everybody?

Because I'm going to do what most agents won't do. I'm looking for a buyer that's going to buy. I want to go see where they're starting from, John. What does your GPS ask you when you tell it, hey, I want to go here. What's the first thing that asks you? Where are we starting from? What's the first question? Ask every single buyer on the entire planet for the rest of my life. First question, where do you live now? Second question. How long have you been there? Now I know if they got a house to sell or not. And how long have they've been there? Do they have equity? I know a whole lot of information because I asked a simple question, like, where do you live? and how long have you been there? And then the third question I ask him is help me understand

exactly what we're trying to accomplish so I can put this entire perfect game. Yes. Yes. Like that like the direction and I mean for everybody kind of understanding it's a true consultative approach. So the question is intentional. Where are you living? How long you've been there? So now we know if they own, they rent what they're doing with the situation. You got equity. How long you've been there? Okay, you've been there in that long brunt our head around it. And then what the heck are you guys trying to do? Talk to me here. Man, what's the goal? What are we trying to do. And that just let them talk. And it's just it's not rocket science. It is important. Right things right order. But guys, you like I think too much to Kurt and maybe touch on this

real quick. Sure. I feel that a lot of agents feel like they've got to be the dang the hero. Like it's got to be like I got to come save the day for these buyers or these sellers. And it's like, Guys, this ain't us. We're not the hero. We're just like, I'm just Yoda. I'm just trying to help you get to where you're trying to get to. That's it. You know what they miss, John? You want to be the hero. I love what you just said. You framed it perfect because they do. They want to be the hero. And I tell agents all the time, I'm going to be the hero. How about this? You go to the doctor. You go to the doctor's. How about this? You go to the doctor's. I don't know. You think it might be broke. I don't know. It's killing. I can't move. I think it's broke. Okay. Now, you walk in there to the doctor's office for what? I want him to make the pain go away. And I want to, and I want to, fix my arm. So you walk in, I don't know, I think it's broke, and you probably got to put a cast on it. Okay. What's the first thing to do? They hand you the little click chart. Here you go. Fill this out. Hey, I don't have time for the, I got my arm hurts. I understand. Fill this out. Because they don't know all the different medical things that you got going on. Who cares? It's my arm. I understand that. Fill this out. Then you fill it out. Then they say,

okay, come on back. Oh, hold on. Step on the scale. My arm is broken. I just give me in it. Yep. Step on the scale. Okay. Now, stand here. I'll taller you. Okay, now I'm gonna put you in a room. Doctor be right in. Now the doctor comes in, what's he come in with? I got my little chilip shirt. Yep, in matter of fact, I got a bunch of questions for you. Boom, boom, because I looked at what you said.

Okay, you got a heart condition. Tell me about that. No, it's my arm. I got it. Keep your arm right where it is. Tell me about your heart condition. You know why? Because what people don't understand is they, oh no,

my client wanted me cut right to it. They didn't want all the fluffy shit. Really? That's the basics. You're skipping the basics. Your client can't follow you because they don't even know where you're going, because they told you what they wanted. That's like me telling the doctor, hey, doc, here's what I need. Give me a cask, get it on here.

Do you think you might need surgery? I don't know. I just want to cast on it. That's nice. But if you need surgery, is the cast going to do anything for you? Yeah, no. So you're going to tell the doctor to know. Matter of fact, if the doctor actually makes me fill this stuff out, why is he having me

get my height, my weight, and fill this chart? Because he knows probably I'm going to have to administer some medicine at some point here. So if I'm going to do that, what do I need to know? I need to know everything on that chart. So I know what mixes with what does it. I know if you got a condition, if I give you this, it's going to kill you. I'm trying to kill you. Yeah. And maybe I'm going to be able to have to do this.

And what are they doing? Based on your height, your weights, how much dosage of the medicine I'm going to give you? That's why kids can't have the same dosage of an adult. Come on, peeps. This is basics. The problem is we think we're above it because we want to be their damn hero. Now, that doctor comes in the lab coat, brings his little checklist. He's reading off of his script of what he's asking you. He's supposed to say, you hurt your arm? Great. When did it start hurting? What were you doing with it when it started to hurt? How did it get hit? How did you fall when you felt? Did it do this? Did you feel this? Did you feel this? Did you feel that? Did your toe hurt? Did your your hand your knee hurt? It's your arm. I know that where did you fell here? Did anything? Yeah, matter of fact, I numb to here. Oh, you did. Okay. And I have a lot more information. Where do you live now? How long you've been there? I know when they bought their house. I know what the market was doing. John, since 2007 to 2006, these last 20 years, we've had five different markets, five completely different markets with costs.

up and down in equity and oh my god rates holy smokes liquid test guys guys if you're not asking the basic questions to get all of your information like your doctor does before you decide to do surgeon then what are you going to do you're going to let the client do what okay you got to do you got to do some pins in here and put my arm back to you out some three pieces all right here's what I like you to do. I want you to cut me back over here as I don't want it to show, right? So cut me back over here and then work on it that way. The doctor's going to look at you and go, oh. I'm going to put you to sleep. I'm going to give you a little ejection here and put you right to sleep, buddy. Yeah. I got it. Yeah. It's so good. So, Kurt, let's tie down the rest of

the schedule because I'm digging this framework, this schedule. And if you haven't read it yet, I'm going to, I can't recommend this book enough. I got it last year and I started reading it. And actually I started listening to it. And I just stopped. I just gave up. And so went down the Vern harness rabbit hole. And one of his top books that he was recommending at kind of the first of the year was around kind of turnaround strategies. And I think there's a lot that can be learned for a lot of agents right now that might be struggling a little bit, find themselves in a turnaround strategy. But he started recommending this book. And this is the number, his Vern's number one book recommendation for 2026 called Reset by Dan Heath and the Heath brothers have written some amazing books upstream, The Power of

Moment, Switch, Made to Stick. There's a whole bunch more as well. But this is Burns number one and it's all about finding leverage points and restacking to move the leverage point. But one of the things they found in here, and you're going to love this because it ties right into everything you're talking about. So they ran a study on A players to F players. And like they were looking for the bright spots. They were looking where what makes an A player over a B player, a D player, an F player. And immediately my mind goes, okay, what's that first step in the process? And what my mind went to follow up, right? Like you talked about just a second ago and I'm like, okay, A player's got to follow up so much better, so much better than F players. Not so fast.

within 5%. 87 to 76, 77%. So F players are following up as well. The biggest gap, and this is where they were like, holy smokes, the biggest gap was, and I'm not going to be able to find the exact percentage here, the biggest gap, Kurt, was a player's, I think, like 87% of this time,

had a daily success structure. had structure in their day. What you have behind you on that board, that's a player. That's a player mentality. That's a player structure. F players, they have daily structure,

33% of the time. Now I wonder why you're an F player and I wonder why you're an A player. You at least start with the structure. Daily success structure, we're going to warm you up. We're going to coach you. We're going to get you the reps.

you can actually get in to the practice field and practice with some of the best in the industry. Oh, and then all I want you to do is spend two and a half hours to get your one new client out of the new business. Oh, and then after you do that, then you have permission to follow up. So it's given that framework, that success structure is going to stack the probability, because that's all this game is probabilities, and we just want to stack the odds in our favor. and what you're showing behind there is you're giving them a grade material to hit their outcome, hit their goal. And that's 400K. Kurt, I don't know any agent that gets into the business saying, I want to make 400K. We all know what they want. I want to make 100K.

Every one of them. You're giving them the framework to make 400. So after their follow up, what are they doing? Here's exactly that, brother. And I love what you said. You're so right. A players and F players don't have a, they don't do a, they don't do a. follow up and they have what they call their follow up plan, the reality is it's scattered, John, because it's not so scattered. Exactly. That's exactly what the book just told you. It's so spot on. That's why I draw it out because if you remember, say what you mean, what you say, promise your client be very clear. I will call you between before noon, but not tell after 11 a.m. And when you do that, guess what it did. It made their follow-up time

regimented. It gets them back on schedule because I got a lot of them to get on my coaching call in the morning. They get on there and they listen and they talk to all these five different coaches that are helping them through all their deals and talking to them how to prospect and overcome a jack all these things that we do but the reality is then they get lost because they didn't start prospecting so therefore there's no follow up oh yeah i'll get to that oh i'll call them i got caught up on my tic talks and i was doing my facebook no you're not no you're not that is part of this that's down here i have time for it it's called you time right it's called you time go do all that crap you videos watch stuff do whatever you want but right here we are building our

business and we are regimented by it because it ends with our follow-up. The follow-up goes from 11 to 12. At noon, you are now done. You're done. You've followed up with everybody. You've prospected to get your new business in place, and you start it off with your warm-up. So here's your warm-up for the before the game. You got it in the game, and now we're following up to make sure we're closing the loop on every single person we have in play. Four days a week, four hours a day. There's your four hours. Now, after that, do time. Go eat, take a break, decompress. Go watch your videos. Go make videos. Go do whatever you want. Go read a book.

Go talk to your wife's, your husbands, your kids. Go do whatever you want to do. Make sure you don't miss any of your kids games because they're scheduled out down here. Work your clients around them. Don't tell your client. I'm sorry I can't help you because my Johnny's got a soccer game. You tell them, hey, I'm tied up at that time because you are. So I already have that part as allocated.

But what I can do is I can show you a house here or I can meet with you here, which is better for you. And you give them either or and you're going to make them fine. Because just like the banks and the doctors don't stay open because you couldn't come at their time. Guess what you do? You come at their time. Your clients will follow you, but make sure you're leading them because that's what they're asking you to be a professional. You will sound more of a professional, Johnny, because all my basics are so tight that I make sure I stay right there and I keep them in it.

Guess what? They never doubt that I'm a professional because I don't say stupid things and I don't go wishy-washy and I'm not all over the board. It's very scripted. It's very structured, which is what they're asking for. That's what the other agents don't do. It's what they don't do. Now, here's what it looks like, Johnny. So here's what happens, right?

So now I did my job. So what happens? Monday. Hey, I got that one buyer that said, I haven't looking forever. I just haven't found anything. Ah, it has to be the perfect house. I'm hurry, race, blah, blah, blah, blah, la. No problem.

Great. Guess what? If I found out of that perfect house, living the hypothetical, find the perfect South Johnny. Would you go see it on Saturday at 3 o'clock? You would? Perfect. Let me put that in right now.

Etch it in stone. I promise you, I will find the perfect house for you. Matter of fact, I'm going to meet you tonight. We're going to go through what that looks like. like blah, blah, blah. I'm going to show you some houses. We're going to pick them out. And on Saturday, we're going out to see it. How's that sound? Because I nodded. I need to know where I'm spreading from them. Think about this. Most agents miss this so badly. Where do you want to meet your client? I want to meet them at their

house. Why? I want to see where they live now. I want to see what it looks like. I want to know what that kitchen looks like. So when I'm showing on this new one, I know darn skippy. This thing is incredible compared to that. The bedrooms. My gosh, you live in these little closets. You call them bedrooms. Look at this new house. Holy smokes. Guys, if you don't know where they're coming from, you don't know what you're comparing to when they tell you something's too big, too small. I don't like this. I don't like that. You have no idea because you don't even know a frame of reference where they're coming from because you didn't do your job. You wanted to shortcut it. How about being professional?

I make house calls. I'm going to come and make you sit down at your place. We're going to set this up. I'm not going to ask you to go do searches and tell me what houses you want to see. You know, they don't know what they're doing. They don't even know where to look. And they're picking this one, that one. They said they have to have a ranch. They show me three colonials they want to see. Can you buy a house that you have to do the stairs? No. Then why am I showing you colonials? But this is what agents do all the time. And they go, I don't know why it's not working. It's because you're not listening.

You're not listening. And you're letting your client yank you around. What doctor does that? Zero doctors, right? So be a professional, have your lab code on it, look like a pro. Now, I get that one on Monday that's good. Great. If I could show you that, would you?

Yes, great. I got an appointment for Saturday at 3 o'clock. I got a buyer on Monday. Tuesday. Kurt, I tried. I spent two and a half hours. I was a blah, blah, blah. And everything came out of my house.

It sounded like chapsui, and I couldn't know. Oh my God, it was terrible and I got an outfit. Okay. No, what do you mean? Okay, I had to get my one. No, you're working to get one. Today you didn't. That's okay.

That's okay. I'm still going to make it your 400 grand. Wednesday. Oh my gosh, the holy grail, Johnny, guess what? We know 75% people own homes, 25% of the people rent. So what does that mean? Three and four people own a house that are looking to buy a house. You have first time home buyers all that good crap.

I got you. However, 66% two out of three. Guess what? They have a house to sell. So guess what I found? A person looking to buy, they don't want to buy because they can't find the right house. But I tell them, hey, if I show you that perfect one, would you do? Great.

But I found out they got a house to sell because I asked them where they live, how long they've been there. Bingo, I found out they got a house to sell. That's a two-for-one, Johnny. I got a buy-in-a-sell side. Holy smokes. It's okay to get nothing Tuesday because guess what I got. The law of averages, two out of three have a house to sell. Let's just say it's one out of three because you're the anomaly.

You can never find the right ones. I believe you. You're horrible. guess what? You still get one every week. And then on Thursday, I got the cousin to the one on Monday that says, I couldn't find anything. I'm going to find it for you. You're not going to believe how many homes just hit the market. Oh, my gosh, if I got a house for you. Good tonight. Let me show you. Boom. They set up. We're going to see that on the weekends too. That's how we set this up. So what do we got? We got one, two, three. That's how we got one, two, three. That's how we got one, two, three. That means I can have one, two, three. That means I can have 12 buyers and one. They put four weeks in every month. I can do this. I can do this. That means I can have 12 buyers and one seller, which means I could have four sellers, 12 buyers, that's 16 sides. No way. That'd be the best here in the world, except for I'm a really not great agent.

I can't handle 16 clients. Are you nuts? Johnny, it's too much. What a horrible thing. I was going to decide which ones we keep and which ones we refer out. Yeah. We're not losing any money, but I'll teach you that in another class. The master of handing off clients.

Now, you've got 12 and 4, but we know you're not that good. That'd be the best scenario in the world. Problems you can't handle it. So guess what, Johnny? Yep, yours, average as the rest. Guess what? You're an average agent right here, average. Now you lost half of them.

Average agent loses half of that, John. Half of them. Oh, my gosh, I'm losing my mind, John. I spent all this time. I lost half my people. Oh, my God, John. I've got six buyers and two sellers. I've lost two in my listings.

Oh, my God. Okay. They ghosted you and you did a lousy job. Your follow game was horrific. Horripic. So guess what? You're down to six and two, but then you know what happened, John? You fell down. Oh my god, I bought my head. Oh, my boss half of them. John, I suck as an age. I'm not even good. Oh my God. I'm terrible. I've only got three buyers and one cell that bought with me this month, which is four deals closed. I'm in one of the lowest price markets in the country, Metro Detroit. $300,000 average sell price. Three percent on that is $9,000, John. I only closed. four of these 16 because I sucked. Guess what that is, John? $36,000, $36,000 times four. Do the math on it,

John. Yeah. Yeah. It's $437,000 and I sucked. Yep. I lost half my people and then I lost half of those people. Now, here, John, would you say the number one number that people want to make is? $100,000. 100,000. Guess what? Unfortunately, I set you up for success for $400,000 by failing. By failing to make $400 because you're following games for a bit. You know what? You are so bad. You couldn't be closed. These four-and-clothes people. You only made $218,000.

Instead of $436. You made $218 grand. You know what? You fell down. You chopped your legs off and you can only crawl. You can't even walk. And you only closed one. It's $108,000.

Here's your $108,000. And you are the worst agent I've met. Yep. That makes sense? Yeah. It's, I just, there's so many team leaders and so many people out there that just have not broken it down for them to really understand. Because when you look at it and you break down,

I don't subscribe to the commit and figure it out. I really know what works and what works is what you just did. And then you ask yourself, is that something you're willing to commit to? And I don't know anybody that's really serious about making multiple six figures a year. Like that right there, if you can't commit to that, then what are you doing?

Like four hours, four hours. What are you doing? And if you stay consistent with that and do the four and you do it just for four weeks, Kurt, last time I checked, listen, I went to the east side of Lawton, Oklahoma to school. However, back in 0195 when I graduated high school, four times 12 was 48. And I still believe there's 52 weeks in a year. So that gives you four weeks off. And you can still make multiple six figures. It's just really when you break it down. And I'm sure this has happened to you.

Every time you walk somebody through that and you go, do you think they're like, dang, that's easier than I thought it was going to be. I'm like, yeah. The hard part is showing up and staying consistent. Show up. It's exactly right. So I asked yourself that question every day. Put your goal on.

I think. Guess what? Goals great. If you don't have a path to hit it, you don't have a system or a process to follow, you'll never going to get your goals. That's going to happen. The second thing is, hope is not a business plan. Not at all. Not at all. We can hope all we want. Let's not hope. How about I make it so simple that any agent who's not very good can do it? Man, I love that. Kurt, as we close out here, listening to this, right? Somebody's listening in and there, man, okay, I'll get my, I'll get my structure, but I still feel stuck. I know I'm working a lot.

I don't have a daily success structure. I'm going to have faith in this process. I'm going to implement this structure. Besides trusting the process, having faith in the process, is there anything else that they need to stop doing and start doing immediately to get that momentum moving in their favor? Yeah. What they have to do is they have to commit, which they don't. You have to commit. I will get up every day, be shower, dress.

ready to go for that 7.30 beginning to warm up your day because I'm warming up your mind. I can't go out there for you and do it, but I can get you guys prepared to make sure that you're playing the game. Three types of people in the world, Johnny, people that don't even know the game is being played, people that sit on the sidelines and watch the game going, man, one day I wish, and then there's the people that actually play the game. You have to commit that I'm playing the game. That means I'm up early. I'm on this call at 7.30 in the morning to get my brain in the right mode so I can start prospecting because if my brain's already going, I'm warmed up. My prospect becomes easy. Believe it or not, you'll get your one. I only need one.

Simplify it, guys. Stop thinking you need 16 and 18, 30 and 20. No, you don't. Need one. I just need one. I just need one today. Just one today. Because when I don't get one, it's okay. It's not astromal. I'm not eight behind. No, just one. Just one. We're good. Tomorrow, get another one. Tomorrow you'll get that one. there I go, you got one. Oh, buy and sell, you got two, right? So it's as simple as that. So the stepping stone is I need to commit to something. I don't have a system and I'm certainly not following a process. I'll give it to you and do it for you so you can just plug into it. Commit to play in the game. Ask yourself, write that on your mirror every morning you get up. Am I going to be busy today or am I going to be productive? Productive is plenty busy in income producing activities.

If I'm making money, I'm productive. If what I'm doing doesn't make me any money, I am busy. and say, would I tell somebody to trade places with me because it's so good for them? Ask yourself that question. Stop taking advice. The best thing I can leave you at the end, Johnny. Stop taking advice from people that you wouldn't trade places with. And don't you dare follow the direction of somebody who's not already at the level that you think you want to get to? If they're not there, they can't get you there.

Remember that. Somebody making $42,000 a year at some brokerage, coach and teaching training. can't make you 100 grand because they don't even know how themselves are making 42,000 bucks. They're not your person. Stop fooling yourself and saying they're not going to hold me accountable. Then they're the worst person on the planet. Somebody who's up here already at the level or above the level you're trying to get to can certainly get you here. That's what this whole thing lays out.

Does that make sense? Yeah. It does. Just absolute fire. Kurt, it's always fire with you, brother. I can't appreciate you enough in going through this. And, you know, that percentage of A players to F players, and it really revolves around that daily structure.

That was like one of the biggest gets out of that book. There's so many others. But that one really stood out. And you just, you gave them the cheat code. You gave them the framework. And, man, I can't thank you enough for walking us through that for calling out the time to jump on here and share. And guys, listen to in.

If you want a copy of that schedule, if you want the call in number to join Kurt's roleplay warm up call every morning. Monday through Friday at 7.30 a.m. I believe you guys even do something on Friday as well, don't you? Yeah, we do a podcast on Friday where we have different guests like Johnny Kitchens on there, really take into the next level and we go deeper there, right? So people can call in and ask questions. It's the same phone number as our coaching call. You can call in and be live on that call. So it's right. I love it. I love it. And guys, listen, man, expert mentors, this is not a surface level conversation. This is about getting the information in from G's OGs like Kurt here.

that give you the information to make the decisions to move your business forward. And listen, connect with Kurt, Instagram, Facebook, smoke signals, whatever you got to do, get Kurt's attention. And if there's anything that I can do to really help you guys scale with clarity, eliminate the constraints that's holding you back, you can go to 7figurecall.com, book your call with me and walk you through that. But guys, connect with Kurt. He is just, he's one of the best.

Brother, I appreciate you. every time just absolute fire. I appreciate you, Johnny. And remember everybody, all this stuff that I teach, I learn from someone else. And I put it together, how it connects to me

and how it made sense to me because I think I'm as average as anybody else. So if I can make it make sense to me, then I can certainly make it make sense to you. So good. Thanks. Brother, appreciate you.

And I know we'll look forward to doing it again soon. I can't wait, brother. Always fun, man. Thank you so much. Awesome. Appreciate. See you guys.

See it. Thanks for tuning in. If you're done guessing and ready to lead like a real CEO with a custom strategy, real accountability, and proven systems, check out my executive 101 coaching at john kitchens.coach. Fill out the application and book your one-on-one call with me. Be sure to hit follow so you never miss an episode. Catch you on the next one.