The Blueprint with Mike Prewett

Cheri Akbari discusses the importance of task tracking for real estate agents to understand where their business is coming from. This data helps agents focus on activities that generate income and adjust their strategies during slow periods. Blueline019 suggests using existing CRM systems or simple tools like Excel or Google Tasks for tracking. The emphasis is on creating a more strategic and predictable business model through data-driven decision-making.

Hannah McClain, Marketing Director at Century21 Connects Realty, leads a call to help real estate agents improve their social media marketing. They emphasize the importance of consistency over perfection, understanding the target audience, and creating short, engaging content. Hannah advises agents to plan for unexpected events to maintain consistency and suggests batching content creation for efficiency. They encourage agents to take action and engage with their social media marketing, challenging them to create and share content. Hannah offers to support and encourage agents in their efforts.

Higgins discusses the importance of consulting with Dwane or themselves before engaging in commercial real estate transactions due to legal and liability concerns. They emphasize the need for commercial-specific forms and encourage agents to take commercial training to better understand the complexities of commercial real estate. Higgins outlines the types of commercial properties that agents can handle, including small multi-family units, retail spaces, office spaces, and land. They also discuss the importance of understanding zoning and the differences between residential and commercial real estate transactions. Higgins encourages agents to partner with experienced commercial agents for larger or complex transactions and offers to assist with resources and guidance.

Mike leads a discussion on the importance of diversifying business verticals for real estate agents. They highlight the risks of over-reliance on a single source of business, such as a 'spear of influence', and suggest focusing on smaller, more manageable segments of the market. Examples include targeting specific apartment complexes or social groups, rather than broad categories like 'first time home buyers' or 'luxury'. Mike emphasizes the need for a diversified approach to ensure business stability and resilience, citing the 2021-2023 market conditions as an example of the risks of over-specialization.

Mike shares a personal anecdote about attending a Bruce Springsteen concert, where the artist's political views dominated the event. Mike reflects on the disconnect between the audience's expectations for a music-focused event and the reality they experienced. They then shift the discussion to the role of a real estate agent, emphasizing the need to assist clients in navigating their housing needs rather than imposing personal views. Mike encourages agents to consider this approach in their marketing strategies, urging them to help, not lecture, their clients.

Mike discusses the importance of geographic farming, a successful strategy in residential real estate, with a focus on becoming a community expert. They introduce Kim and Liz, who have achieved this status in their neighborhood, and invite participants to a connect session at 10:30 AM to learn their strategies. Mike emphasizes that success requires implementing a full strategy, not just parts of it, and encourages participants to attend a marketing session at 9:00 AM for further insights. They highlight that the strategy can be beneficial depending on individual goals and market conditions.

Mike discusses the potential for generating $1.7 million annually in real estate sales without extensive marketing, leveraging the concept of 'sticky' client relationships. They explain that each successful transaction can lead to 13 future transactions, and if both parties are engaged post-closing, this can double to 26. Using this strategy over ten years, selling ten homes annually, can yield $26 million in commissions. Mike emphasizes the importance of maintaining client relationships and suggests adopting clients through the closing attorney. They challenge the audience to consider this approach for a more sustainable and profitable career.

Mike initiates a call to highlight Andrew Brooks for their impressive performance and ambition. Mike emphasizes the importance of becoming the person capable of achieving goals rather than just setting them. They praise Andrew for their early start to the day, effective delegation, and focus on getting tasks done, which has positively impacted their business. Mike believes Andrew is on track to exceed their goals due to their transformation into the right mindset and behavior. They encourage others to follow Andrew's example.

Mike leads a morning call discussing the challenges of generating business as a real estate agent. They present three strategies: waiting for business, buying business, or earning it. Mike advocates for the latter, highlighting its benefits of keeping earnings, control, and predictability. They also discuss the downsides, such as the need for a strong work ethic, assertiveness, and treating the business like a business. Despite these challenges, Mike believes the earning strategy offers personal growth and satisfaction.

Higgins introduces themselves as a replacement for Bob, who is at a convention, and Dwane, who can assist if needed. Higgins discusses the company's successful leads program, which paid out over $100,000 in commissions to agents in Q1. Higgins encourages participation, highlighting the benefits of the program and the current advertising success. Higgins mentions that they are closing leads at a higher rate and have seen their first Sync lead after two months. Higgins invites anyone interested in joining the program to reach out.

Mike initiates a call discussing the importance of initiative, defined as the process of taking unique action. They share a humorous anecdote about understanding people's actions rather than their words. Mike emphasizes that initiative is crucial for success in real estate, contrasting those who talk about action but don't take it with those who follow through. They note that people often make excuses and blame others when they don't uphold their commitments, avoiding accountability for their inactions.

This message emphasizes the power of setting and maintaining high personal and professional standards. Drawing inspiration from autobiographies of successful people and the disciplined traditions of the Masters golf tournament, it highlights that excellence comes from consistency, clarity, and non-negotiable expectations. It challenges you to evaluate your own standards in business: your schedule, communication, client service, appearance, and boundaries. Many people believe they have standards but haven't clearly defined or committed to them. The core idea: success comes from intentionally creating higher standards for yourself than anyone else would expectand consistently living by them.

Mike leads a discussion on handling high-priced listings in a shifting market. They suggest a five-step strategy: setting expectations, using data, leveraging storytelling, and maintaining support. Mike emphasizes that price adjustments are necessary recalibrations and not defeats. They advise agents to use data to inform sellers about market conditions and to share success stories to help sellers understand the impact of price adjustments. The discussion aims to equip agents with strategies to navigate challenging conversations with sellers.

Mike initiates a meeting to discuss a daily challenge aimed at helping participants generate income and maintain client relationships. The challenge involves reaching out to five past clients for a conversation, not just through emails or voicemails, to check on their well-being and satisfaction with their current living situation. Mike emphasizes the importance of maintaining regular contact to foster repeat and referral business. Participants are encouraged to apply this strategy to other individuals in their network if they lack five past clients to contact.

Mike initiates a daily challenge for the group to create a weekly video message of 30 to 45 seconds and send it to their CRM database via email. The video should highlight a single topic to help build trust and relationships with clients. Mike emphasizes that the video doesn't need to be highly edited and encourages participants to collaborate if they face difficulty in choosing a topic. They stress the importance of consistency in marketing and encourage participants to overcome any discomfort with their appearance or sound in the video.

Mike leads a meeting discussing the daily challenge, a task posted on Facebook for participants to complete in under ninety minutes without cost. The challenge for the day is to create a weekly podcast episode. Mike emphasizes the importance of diversifying marketing efforts to avoid monotony and suggests using podcasts as a tool to reach a wider audience. They encourage participants to utilize the company's podcast studio and marketing team for assistance. The key focus is on engaging with contacts and building credibility through consistent, value-added content.

Mike introduces a daily challenge to the group, encouraging them to complete it in less than ninety minutes without any cost. The challenge is designed to help participants increase their income to $60,000 annually. Mike emphasizes that the challenge is not suitable for everyone, but suggests those who are already successful or want to improve their business should consider it. They also encourage those who are busy or uncomfortable with the challenge to still participate, comparing it to eating vegetables for health benefits.

In this conversation, Janet and Mike discuss logistics and coordination for a business operation. Janet emphasizes the importance of adhering to agreed schedules and times for tasks, particularly concerning a third party's instructions. They also highlight the need for documentation and communication through email. Meanwhile, Mike addresses a real estate agent audience, detailing various support services offered by their organization. These include coaching, technical support, marketing assistance, and administrative help. Mike encourages agents to leverage these resources to enhance their business operations, focusing on customer generation and effective marketing strategies.

Mike discusses the misleading headlines in the Atlanta Journal-Constitution (AJC) and how they contrast with the reality of the thriving Atlanta real estate market. They suggest that real estate agents should focus on providing valuable content to their clients, such as information about different housing options and mortgage products, rather than sharing personal opinions or lifestyle updates. Mike emphasizes the importance of helping clients with their biggest investments and highlights the need for unbiased reporting in the media.

Mike leads a meeting discussing the importance of small, consistent actions in achieving business goals. They share an example of an agent who made weekly community videos about Atlanta neighborhoods, leading to a significant sale. Mike emphasizes that this approach, rather than focusing on self-promotion, is beneficial for attracting potential clients. They encourage the team to apply this strategy in their work, highlighting that consistent, relevant content can yield substantial results.

Mike discusses the recent controversy in the real estate industry regarding private exclusives, a practice where some listings are not immediately put into the local MLS system. This is often used by high-profile individuals or those in sensitive situations like divorce, but Mike points out that it's a small minority. They question the logic of partnering with portals like Zillow and Redfin, as it undermine the privacy aspect of private exclusives. Mike suggests that the real estate organizations may be trying to gain power and control, and encourages agents to focus on expanding their contacts and providing maximum exposure for their listings through the local MLS system.

Mike leads a discussion on the importance of scheduling for success. They emphasize that everyone has the same amount of time, and it're how we use it that matters. They encourage participants to create a weekly schedule that includes all waking hours, prioritizing personal life before business. They suggest treating all activities, including creating a podcast episode, as appointments to ensure they are completed on time. Mike highlights that this approach is fundamental for building a strong business and maintaining work-life balance.

In this call, Mike emphasizes the importance of building a strong team of professionals for real estate transactions. They advise setting high expectations for oneself and one's team to consistently deliver exceptional customer service, as measured by client compliments. Mike encourages participants to leverage the vendor day to evaluate and potentially upgrade their professional team. They suggest reading 'In Search of Wow' to further understand this approach. The call concludes with a challenge to actively seek and maintain a 'wow' experience for clients.

Mike leads a discussion on the concept of the 'fear of success', suggesting that people are not afraid of success but rather three other factors: the fear of change, the fear of waste of time, and the fear of embarrassment. Mike encourages participants to consider how their day would change if they were certain of success, urging them to take action based on this reflection.

This talk focuses on the high rate of contract cancellations in Atlanta, where about 22.5% of contracts were canceled, forcing agents to sell multiple homes just to get paid once. The speaker emphasizes that this leads to frustration and reduced income despite significant effort. The core message is that improving close rates starts with setting clear, reasonable expectations early in the process. A major cause of failed deals and client dissatisfaction is poor communication—still the number one complaint consumers have about real estate agents. Agents are encouraged to proactively educate both sellers and buyers about what to expect: For sellers: Explain timelines for showings, average days on market, negotiation expectations, and the typical closing period. Clarify what happens after listing and what the agent will and won't do. For buyers: Set expectations around home search tools, negotiation norms, closing timelines, inspections, privacy concerns, and the roles of lenders and closing attorneys. The key takeaway is that when agents don't set expectations, clients create their own—often unrealistic—ones, which leads to confusion, frustration, and canceled deals. Clear communication and structured expectation-setting increase professionalism, reduce cancellations, and ultimately improve closing rates.

Mike discusses strategies to reduce contract cancellations in 2026, focusing on the due diligence process for home listings. They highlight how home inspectors, buyers, and sellers contribute to contract cancellations due to inspections. Mike suggests that sellers should get a home inspection before listing to address any significant issues. This approach can save time and money, reduce the impact of repair cost inflation, and differentiate the seller from other agents. It also reduces the likelihood of a two-step negotiation process. Mike emphasizes that while this may cost more upfront, it is beneficial in the long run.

In this session, Mike leads a discussion on phone prospecting, focusing on the three parts of a call: introduction, qualification, and close. They emphasize the importance of practice, active posture, and using scripts effectively. The session also covers the nuances of calling different groups, such as past clients and influential contacts, highlighting the need to avoid sounding salesy or awkward. Mike encourages participants to invest in their real estate careers by attending the next session at 9:00 AM, indicating their commitment to improving and succeeding.

Mike leads a discussion on phone prospecting, highlighting its importance and the need for agents to improve their skills in this area. They note that agents often dislike it due to lack of preparation and practice. Mike emphasizes that phone prospecting is a free and effective tool used by top agents, and encourages participants to engage in practice sessions at the learning center to improve their skills. However, the session is interrupted by technical difficulties with the audio.

Mike leads a discussion on building and maintaining strong client relationships in real estate. They emphasize the importance of reaching out to past clients and other professionals daily, without expecting immediate returns. They suggest focusing on building connections rather than manipulating sales. They encourage agents to look for ways to support other professionals and to maintain a low-pressure approach in client interactions. They also recommend sending handwritten notes to clients, highlighting the impact of such personal touches. Mike's message is that consistent, small gestures can significantly strengthen relationships over time, leading to more business naturally.

Mike leads a discussion on reducing contract cancellations in real estate, emphasizing the importance of setting and maintaining reasonable expectations with clients. Mike advises agents to educate clients about the realities of the housing market, such as inspection outcomes and typical negotiation ranges. They also highlight the importance of credit approval for buyers to avoid last-minute stress and suggests avoiding problematic inspectors. Mike challenges agents to adopt a more advisory role to improve client satisfaction and transaction success rates.

Mike leads a discussion on the 8020 principle, explaining its relevance in various contexts, including business and personal productivity. The principle, developed by Italian economist Fredo Perito, suggests that 80% of outcomes are determined by 20% of causes. Mike uses this principle to highlight that 20% of activities generate 80% of sales, and 20% of people cause 80% of problems. They encourage participants to identify their 20% activities and people, and focus on them to increase productivity and business outcomes. Mike reassures participants about road conditions and encourages them to apply the 8020 principle in their daily work.

Mike leads a discussion on lead generation and open house strategies, emphasizing the importance of volume, follow-up, and speed in generating and nurturing leads. They highlight the need for a 'sticky' follow-up campaign to build long-term relationships with clients, leading to future transactions and referrals. Mike stresses that the value of a sale is not just in the immediate transaction but in the potential for future business. They encourage agents to adopt a business mindset to maximize these opportunities.

Mike leads a meeting discussing how to generate $100,000 annually by engaging with for sale by owners (FSBO) and expired listings. They suggest a simple strategy: reaching out to FSBOs with a straightforward call, and using a CRM to maintain contact. Mike emphasizes that this can be achieved with just 30 minutes of effort per day, four days a week. They use a hypothetical scenario to demonstrate that one listing every ten hours is possible, leading to an average income of $10,000 per listing. Over a year, this could amount to $100,000. Mike encourages participants to adopt this strategy, noting that consistent, small actions can lead to significant results, similar to the formation of the Grand Canyon.

Mike leads a discussion on networking strategies, emphasizing the importance of meeting a large number of people to support business goals. They highlight that only 3% of the population moves annually, stressing the need for extensive networking. They advise against virtual networking events and encourage participation in live events. They suggest exchanging business cards and setting a minimum number of people to meet at each event. Mike also emphasizes the importance of follow-up communication via text, email, and mail to maintain relationships. They encourage sending weekly video messages and monthly newsletters to clients. They conclude by challenging participants to apply these strategies to achieve their goals.

Mike leads a discussion on leveraging the 'spear of influence' for business growth. They explain that the average person knows 250 people, and only 3% of the population moves annually, limiting the number of transactions from direct contacts. However, by considering the connections of those 250 people, an agent can indirectly influence 62500 transactions. Mike emphasizes the importance of a robust CRM for maintaining contact details and building credibility through consistent engagement and assistance. They advise against common social media practices that lack substance and credibility, urging agents to focus on helping clients instead. They conclude by challenging agents to act on these strategies to increase their business within their sphere of influence.

Mike shares four key concepts that transformed their business: having a specific target audience, treating the business like a business, starting the day early, and understanding cost versus benefit. They emphasize the importance of considering the cost of not doing something, which is often greater than the direct costs. Mike encourages agents to take risks on themselves, as it is a crucial aspect of self-employment.

Mike discusses the second of four key changes that transformed their real estate business. They emphasize the importance of running a business like a business, adopting practices similar to a traditional job. This includes starting the business day earlier, treating the business as a top priority, creating and adhering to a weekly schedule, setting daily and monthly goals, and accepting the risks inherent in self-employment. Mike encourages agents to consider these strategies to improve their business outcomes.

Mike shares their experience and strategies for success in real estate, emphasizing the importance of focusing on a narrow, specific target audience. They discuss how their approach has evolved over time, from geographic farming to targeting specific demographics like investors or seniors. Mike advises against broad categories like 'seniors' or 'luxury homes', suggesting a more focused approach like 'senior housing over 55' or 'high-end neighborhood'. They encourage agents to start small and grow their business based on their strengths and interests, suggesting they become active in local community organizations to reach their target audience effectively. Mike invites agents to meet with them to discuss their unique needs and develop a tailored strategy.

Mike leads a discussion on improving communication skills in real estate, focusing on eliminating outdated, cliché expressions and adopting more engaging conversational styles. They encourage agents to replace generic greetings with genuine interest in others, asking open-ended questions to keep conversations lively and meaningful. Mike emphasizes that changing these patterns requires effort but can significantly enhance interactions and business outcomes.

Mike leads a meeting discussing the importance of consistency in real estate, emphasizing the need to do the right things. They encourage agents to stop using outdated practices, such as the traditional newsletter format, which is boring and ineffective. Instead, they suggest sending out a 'deal of the week' or highlighting a trusted partner, sharing a home maintenance tip, or discussing a unique trend in the industry. Mike encourages agents to be creative and mix up the content each week to increase engagement. They highlight the need for agents to actively make these changes to improve their success.

Mike leads a discussion on improving business practices, focusing on the importance of consistency and the need to break away from outdated routines. They encourage agents to expand their networking circles, advising against spending time with other real estate agents or homeless people. They suggest joining a new networking group monthly and meeting five new people daily, adding them to a CRM for future engagement. Mike emphasizes the significance of implementing a twelve-point sticky campaign to stand out in a crowded market. They conclude by advising to associate only with people who motivate and inspire improvement, suggesting a rule to limit interactions with those who do not.

Mike leads a discussion on the importance of consistency in real estate and the need to abandon outdated practices. They emphasize the need to stop 'faking it till you make it' and instead focus on providing value to clients. They advise against sharing personal achievements and opinions, suggesting that agents should highlight their accomplishments through their work rather than personal bragging. Mike encourages agents to share content that educates and assists clients, such as home maintenance tips or information about local programs.

In the last conference call of 2025, Mike, the company's leader, recaps the year's achievements despite a challenging market. These include founding a tech center, launching a life support program, creating a Canva teams account for marketing materials, and expanding the broker team. The company outperformed national and state averages in sales per agent, ranking second in Georgia and in the top 20 nationally. Six agents exceeded ten million in sales, with one exceeding 25 million. Mike promises to invest in the team with more support and services, challenging them to do the same in 2026.

Mike leads a meeting discussing the importance of actions over goals, visions, and plans. They share insights from a psychologist friend about humans' behavior, emphasizing that actions reveal one's true intentions. Mike challenges the effectiveness of vision boards and business plans, suggesting they don't guarantee success. They encourage participants to focus on becoming the person who can achieve their goals, rather than just setting them. Mike plans to share a practical approach to help participants move forward, urging them to evaluate and apply the suggested methods.I am what I do

Mike leads a discussion with real estate agents, asking them to consider running their business like a restaurant. They challenge them to reflect on how they manage their time, marketing, and customer service, comparing these aspects to running a restaurant. They encourage them to take action and apply these business strategies to their real estate business.

Mike initiates a discussion about the concept of starting new initiatives on arbitrary dates like the first of the year. They challenge the notion that these dates signify a fresh start, suggesting that people could start making changes immediately rather than waiting for a specific date. Mike uses examples like health and business to emphasize the importance of immediate action. They encourage participants to adopt a new self-identity and take immediate action to grow their business, urging them to stop waiting for future dates to make a difference.

Mike opens the meeting by addressing the use of generic, insincere greetings in professional communication, arguing that such phrases disconnect conversations. They criticize the use of automated messages from CRMs, particularly during holidays, as they come across as spammy and insincere. Mike highlights the resources available to create more personalized and engaging content, urging team members to leverage these resources to build credibility and engage their audience effectively.

Mike leads a business call, encouraging participants to observe successful businesses and individuals like John Mango, who has built a successful career focusing on a narrow aspect of real estate. Mike uses the example of toothpaste brands, noting how each targets a specific problem, to emphasize the importance of focusing on a niche market. They advise participants to narrow their focus and become the best at one thing, rather than trying to appeal to everyone. This approach, they suggest, can lead to increased income and industry leadership.

Mike discusses the seasonal trends in the real estate business, noting that despite common assumptions, December is often the strongest month for closings, followed by May and June. They attribute this to the summer vacation hangover and the fact that people are paid for work done 60-90 days ago. They encourage agents to take advantage of the upcoming weekend, suggesting that Friday could be a particularly good day for open houses due to fewer distractions for potential clients. They emphasize the importance of being proactive and taking advantage of unique opportunities to ensure a strong first quarter.

Mike leads a meeting emphasizing the importance of diversity in the workplace and in business. They discuss various topics related to real estate investing, including depreciation schedules, the 101010 rule, and 1031 tax-free exchanges. These discussions aim to equip participants with additional tools and strategies for their real estate business, encouraging them to diversify their business for strength and success.