In this episode of Real Estate First Friday, hosts Matthew Hodge and Luis Fermin, Executive Vice Presidents at LPT Realty, lead a highly interactive coaching session designed to help real estate agents calibrate their business early in the year and prepare for the months ahead.

As the market begins to wake up, this episode breaks down how agents should measure success, where activity truly starts in the transaction funnel, and why focusing only on closings can create a false sense of performance. Matthew and Luis challenge agents to shift their mindset toward controllable activities, especially contracts, appointments, open houses, and conversations.

They dive deep into open house strategy, listing presentations, and how to clearly communicate value to sellers. Agents learn how to stop blending in with every other realtor and start distinguishing themselves through preparation, sweat equity, and purposeful execution.

If you want to enter the busy season with clarity, confidence, and a measurable plan instead of guessing, this episode gives you the framework.

KEY POINTS

Why closings are not the best way to measure your business

How contracts reflect real activity and momentum

Measuring success closer to the start of the funnel

Why open houses are one of the strongest growth strategies

Turning open houses into listing and buyer opportunities

How to stand out in listing presentations

Explaining strategy instead of making generic promises

Using sweat equity to earn seller trust

Why appointments matter more than immediate results

How early-year activity sets up the entire season

QUOTES 

“Contracts is the best way to show your sustained activity.”

“Sweat equity makes hard conversations easier.”

“Open houses are the strongest action you can take if you are not busy.”

“Appointments are the fuel for everything else.”

“You would be doing yourself a disservice if you are not out there sharpening those swords.”

RESOURCES: 

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@lpt realty