Track the Right Metrics & Close More Deals
Consistency in real estate doesn’t come from luck, it comes from tracking the right metrics. Coach Ricky Carruth shares the ABS Formula, a simple yet powerful system to help agents predict and maintain regular closings. ABS stands for Active Buyer or Seller, meaning anyone likely to buy or sell within the next 0–6 months. Carruth explains that maintaining 25+ ABSs at all times helped him average two closings per week, totaling over 800 deals in eight years. The key is depth: asking 5–10 meaningful questions to truly understand client motivations, maintaining daily habits, and avoiding the feast-or-famine cycle. Combine short-term tracking with long-term relationship-building, and you create sustainable, predictable success.
Key Points
Build and Maintain a List of 25+ ABSs (Active Buyers or Sellers)
Track prospects actively planning to buy or sell within 6 months and update the list daily to stay focused on high-probability opportunities.
Ask Deeper Questions to Understand Motivation
Go beyond surface conversations and ask 5–10 meaningful questions to uncover what's truly driving your client’s decision to move. This builds trust and helps you serve them better.
Stick to a Daily Review Routine
Spend 30 minutes each morning reviewing your notes, ABS list, and to-dos, then prospect to replenish your list. This small habit fuels consistent closings and long-term momentum.
Why This Matters
Agents often chase volume without building a system that supports consistency. By focusing on a manageable, well-qualified list of buyers and sellers and nurturing them over time, you can eliminate guesswork and create a reliable business that pays off for months, and years, to come.