Quite often on the show, what you’ll hear me say is stuff along the lines of “Hey, you are just a salesperson chasing another check if you are only counting the commission as the real value of closing a transaction instead of leveraging your transactions. When I was selling real estate, the goal of the listing was not to sell the damn house, the goal was to leverage the house for additional buyer leads brand building, and certainly to solidify the relationship with the person that we represented. It’s never a matter of just selling a house.  So today, Sherry Johnson is going to walk us through exactly what she calls sort of the gold mine pipeline. She’s a coach nationally. She’s been doing this for years, and she’s got a wealth of knowledge. She sold for almost 10 years, then went into leadership and management with a huge company, Howard Hanna Real Estate. There, she grew the sales volume of 750 agents from 600 million to 1.7 billion in four years. Today, she provides solutions for agents, individual agents, teams, large teams, mega teams, and also provides management and brokerage executive level coaching for companies. Three Things You’ll Learn in This Episode Why you should be running a business and not being a salesperson chasing a check What the goldmine pipeline system is How to grow your sales volume Resources Sherri Johnson Coaching Real Estate Marketing Dude The Listing Advocate (Earn more listings!) REMD on YouTube REMD on Instagram Transcript: So how do you attract new business, you constantly don’t have to chase it. Hi, I’m Mike way ambassador, real estate marketing. This podcast is all about building a strong personal brand people have come to know, like trust and most importantly, refer. But remember, it is not their job to remember what you do for a living. It’s your job to remind them. Let’s get started What’s up ladies and gentlemen, welcome another episode of the real estate marketing dude podcast, another Friday here, and actually, this show is gonna go live tomorrow. So this is like real time, like, I’m low on shows, and I’m loading up. But it’s a good one. I was just on her podcast. And I know the last few weeks, I’ve been doing a lot more like training and whatnot. But I wanted to bring on a coach. And she’s got a really cool system. Quite often on the show, what you’ll hear me say is stuff along the lines of like, Hey, you are just a salesperson chasing another check. If you count the real value of closing a transaction that only commission you have on that deal specifically, and not leveraging your transactions, the next one. So when I was selling real estate, the goal of the listing was not to sell the damn house and it was gonna sell fucking house. The goal, the goal was to leverage the house for additional buyer leads brand building, and certainly to solidify the relationship with the person that we represented. Because it’s never a matter of selling a house. Like my goal is to sell everyone for houses and under referred into for more relationships that I can read, rinse and repeat the same damn thing. So we’re talking about running a business and not being a salesperson chasing a check. So our guest today is Sherry Johnson is going to walk us through exactly what she calls sort of the gold mine pipeline. She’s a coach nationally. She’s been doing this for years, and she’s got a wealth of knowledge. So without further ado, let’s go ahead and welcome Miss Sherry Johnson to the show. Sherry, how are you and thank you for joining us. Hey, Mike, thanks for having me. I’m excited to be on your awesome podcast and talk about this. Yeah, it’s gonna be to be hopefully one of your best episodes I have, I think. Let’s go in. I want you to tell everyone, just brief background, who the hell are you? Where do you come from how you been doing this, and then we’ll get into it. Awesome. So I am in Cleveland, Ohio, born and raised, and I’ve been a real estate broker for 25 years, I’m going to 26 I was a top agent at a company we had two huge independent companies here in Cleveland. So I sold for almost 10 years, I then went into leadership and management with a huge company, Howard Hanna real estate. They’re huge. We had, I think I had 750 agents in my territory after managing a couple of offices. Through the goldmine pipeline system that I created, when I was an agent, grew the sales volume of those 750 agents from 600 million to 1.7 billion in four years. And that was done through aggressively coaching and helping agents through the go my pipeline, but also, you know, going after being a listing agent, and as you said, selling three to five houses off of every listing and also, you know, getting clients for life and building a 90% referral base. So four years ago, or maybe now almost four and a half years ago, I started sharing Johnson coaching, which was a life goal of mine since I was 27 years old to have my own national speaking coaching and consulting company. We provide solutions for agents, individual agents, teams, large teams, mega teams, and then we also provide management and brokerage executive level coaching for companies and we are our preferred coaching company for some of the large brands. But at the end of the day, it’s all about giving and adding value to agents to help them compete and win at higher level and grow really amazing businesses while working smarter, not harder. And, you know, not getting distracted by a lot of things out there. lead sources can come we’re gonna talk about that, where can you go deep and one

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