Strategy & Content Planner
Planner THIS
BELONGS TO
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“Success is neither magical nor mysterious. Success is the natural consequence of consistently applying basic fundamentals.”
- Jim Rohn
DAILY SALES HABITS OF HIGH PERFORMERS
TOP Daily Habits of High Performers Top-performing real estate agents don’t just rely on talent; they succeed because they show up consistently with the right habits. According to the Rain Group, high performers are 33% more likely to follow a structured daily routine and 51% more likely to use value-driven follow-up. That consistency adds up over time and separates top agents from everyone else. A Salesforce report also found that 79% of high-performing salespeople credit their success to daily routines focused on the customer, not flashy tactics or tools. Soft skills like preparation, follow-up, and communication are what drive real results. Harvard Business Review backs this up: the best salespeople spend more time preparing, reflecting, and adjusting than the rest, proving that daily mindset and behavior are the real drivers of long-term performance.
“Success is nothing more than a few simple disciplines practiced every day.”
- Jim Rohn
BUILD THE HABIT BUILD THE RESULT
1.
At the beginning of each month, choose one habit to focus on daily.
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Add it to the Habit line in your planner, and commit to it.
Plan the Day with Purpose Start each day by blocking time for outreach, followups, learning, and prep; prioritizing what actually moves the needle.
Ask More and Better Questions Use curiosity as a daily strategy by asking thoughtful, open-ended questions that uncover real needs and roadblocks.
Follow Up with Value Send timely, relevant follow-ups that advance the conversation. Think insights, tools, or personalized resources.
Practice Objection Handling or Roleplay Spend 10 minutes a day sharpening key conversations practice a value statement, reframe an objection, or tighten your intro.
Read or Listen to Something That Sharpens Your Skills Build momentum by learning for 10–15 minutes daily; podcasts, articles, or sales snippets that challenge your thinking.
Write One Intentional Message Craft one personalized, outcome-focused message each day, whether for a prospect, referral partner, or existing client.
Review Yesterday’s Wins and Gaps Take two minutes to reflect: What worked well? What needs adjustment? Small daily insights lead to faster course correction.
Control the First Five Minutes Focus on your tone, energy, and clarity at the start of every conversation. This sets the stage for everything that follows.
Use Market Data or Insight in One Conversation Work one stat, trend, or case study into a conversation each day to lead with value instead of just checking in.
Move One Deal or Relationship Forward Choose one opportunity daily (big or small) and take a meaningful action to advance it.
Protect Time for Prospecting Treat outreach like an appointment with your future pipeline. Set a block, protect it, and show up for it.
Prep Before Every Meeting Pause before every call to review goals, recent activity, and the person’s priorities. It creates control and earns trust.
Protect Your Calendar Schedule prospecting, follow-ups, and client care before anything else so your highest-value work always happens.
Manage Energy Like an Athlete Guard sleep, movement, and focused work blocks so your brain is sharp when it’s time to generate revenue.
Turn Every Interaction Into Data Capture quick notes and next steps after each call or meeting, making every conversation searchable and actionable.
Teach What You Know Share wins, scripts, and lessons with others each week. This reinforces your own skills while lifting the whole team.
Small, consistent actions are what separate top performers f rom everyone else; this is where it starts.
JANUARY 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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Your down payment isn’t the only check you’ll write R
Break down closing costs, insurance, inspections, and what catches buyers off guard.
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The 5 Hidden Costs Every Buyer Should Budget For.
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Poll | Did your first home cost more than you expected?
Knowing when to list is as important as the amount to list for R
Show how seasonality and inventory impact competitiveness.
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When Is the Best Time to List in Your Market?
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Thinking of selling next year? Timing could net you thousands.
Rates move, but equity stays
PEOPLE TO FOLLOW UP WITH
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Explain how rate changes affect monthly payments in plain language.
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How a 1% Rate Difference Impacts Buying Power.
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Poll | Would you rather buy now or wait for rates to change?
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #1: “I want to wait until the market improves.” Quick Response: That makes sense. No one wants to move at the wrong time. What most people do not realize is the market does not improve all at once. It improves in pockets, and the best opportunities usually show up before the headlines change. Ask: What would need to change for you to feel confident the market has improved? Solutions: Market timing strategy, micro market data, scenario planning for buying or selling now versus later.
JANUARY
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JANUARY | MARKET UNCERTAINTY AND TIMING “Hello, I was checking in with clients - I’m curious - how are you feeling about the real estate market this year?” Solution: Market Opportunity Review Why it works: It feels personal, non-transactional, and invites an opinion rather than a decision. Text Script: Happy New Year! I’ve been catching up with clients and asking how they’re feeling about the market this year. What are your thoughts?
FEBRUARY 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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A smart inspection saves you from expensive surprises R
Walk through a real inspection example.
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The 7 Most Common Issues Found During Inspections.
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Trend | Point to text | Would you walk away from a home over this?
Zillow can’t see your upgrades, but buyers can R C S
Explain the difference between market value, appraised value, and online estimates. 5 Things That Actually Affect Your Home’s Value. Poll | Would you guess kitchen remodels or location matters more?
Your offer is just the beginning: here’s what happens next
PEOPLE TO FOLLOW UP WITH
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Visual “journey” of what happens after an offer is accepted.
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The Homebuying Roadmap: From Accepted Offer to Keys.
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Question | What part of the process confuses you most?
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #2: “I want to think about it.” Quick Response: Absolutely. You should never feel rushed. When people say that, it usually means there is one unanswered question we have not uncovered yet. Ask: What part are you still unsure about that we should walk through together? Solutions: Objection isolation, value recap, customized next step plan.
FEBRUARY
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FEBRUARY | INDECISION AND OVERWHELM “I have found that clients usually have a question about their home and property. What have you wondered about?” Solution: Decision Clarity Session Why it works: It normalizes uncertainty and opens the door for help without pressure. Text Script: Hello! A lot of people I talk to have questions about the market but are not sure who to ask. Anything you’ve been wondering about?
MARCH 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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Price doesn’t sell homes, strategy does R
Talk about emotional pricing, overpricing, and ignoring comparables.
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3 Pricing Errors That Make Buyers Scroll Past Fast. Poll | Would you lower the price or wait another month?
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It’s possible—but only if you plan before you list R
Share timeline strategies to navigate contingent sales.
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Your “Buy & Sell” Survival Plan.
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Poll | Which would you do first—buy or sell?
An appraisal isn’t opinion; it’s a calculation R C S
PEOPLE TO FOLLOW UP WITH
Explain what appraisers look for and how sellers can prepare. What Determines Your Home’s Appraisal Value. Questions | Ever wonder who actually decides your home’s value?
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you shared the solution of the month.
OVERCOMING OBJECTIONS Objection #3: “Your commission is higher than others.” Quick Response: Fair question. The difference is not the percentage. It is the outcome. Most sellers do not lose money on commission. They lose it on pricing, positioning, and negotiation. Ask: If I could show you how my approach nets you more even after commission, would that be worth exploring? Solutions: Net sheet comparison, marketing differentiation, negotiation leverage.
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MARCH | MARKET PERFORMANCE AND RESULTS “Have you been paying attention to how homes are selling this spring?” Solution: Market Performance Review Why it works: It contrasts headlines versus reality and invites curiosity without forcing an opinion. Text Script: Hello. I’ve been watching how homes are performing locally this spring, and it’s not always what the news suggests. Curious what you’ve been noticing, if anything.
APRIL 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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The right renovations add value; the wrong ones waste money R
Break down what’s worth updating before listing.
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Renovations With the Best ROI in Today’s Market.
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Poll | What upgrade would you tackle before listing?
It’s not about how long; it’s about why R
Address misconceptions around listings sitting too long.
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Why DOM Isn’t the Whole Story.
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Poll | Would a home sitting 30 days stop you from touring it?
The best preparation beats the biggest offer
PEOPLE TO FOLLOW UP WITH
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Explain pre-approval, flexible terms, and strategic offers.
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5 Ways to Make Your Offer Stand Out Without Overpaying.
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Poll | Would you rather be the first offer or the highest offer?
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #4: “We want to sell it ourselves first.” Quick Response: I respect that and you should explore every option. Most sellers who try that end up calling after realizing how much leverage they give up without full market exposure. Ask: Would it help if I showed you what typically happens in the first 30 days of a private sale versus a strategic launch? Solutions: FSBO risk breakdown, buyer psychology education, backup listing plan.
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APRIL | SELLING WITHOUT AN AGENT “I’ve noticed more clients asking about their home’s value lately. Is that something you’ve ever wondered about?” Solution: Private Sale Versus Market Launch Review Why it works: It feels observational, not corrective. Text Script: I’ve been hearing more questions about home values lately. Is that something you are curious about?
MAY 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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The numbers don’t lie, but they do need translation R C S
Simplify unfamiliar metrics (inventory, absorption rate, median price). Understanding What “Market Cooling” Really Means. Question | What would you like explained in plain English next month?
In this market, speed and preparation win homes R C S
Break down how pre‑approval differs from pre‑qualification and why it matters. The 4 Reasons to Never Skip Pre‑Approval. Question | What questions do you have about preapprovals?
The costs don’t end when the keys change hands
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Highlight common post‑purchase expenses: utilities, HOA, furnishings. The First‑Year Costs No One Tells You About.
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Poll | Which of these surprised you most after buying?
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PEOPLE TO FOLLOW UP WITH
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #5: “We are worried we will not find another home.” Quick Response: That is a very real concern and it is one we solve before putting your home on the market, not after. Ask: If you could sell knowing your next move was protected, would that remove the hesitation? Solutions: Buy/sell contingency strategy, off market sourcing, rent back or extended possession options.
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MAY | FEAR OF NOT FINDING THE NEXT HOME “Out of curiosity, if you ever sold, would finding the next place first be important for you?” Solution: Buy Sell Protection Plan Why it works: It focuses on emotion and logistics, not timing or pressure. Text Script: When people think about selling, the biggest worry I hear is what comes next. If that’s ever crossed your mind, happy to help you think through options.
JUNE 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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Selling isn’t just financial; it’s emotional too R
Talk about navigating letting go of a longtime home.
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How to Prepare Emotionally Before You List.
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Poll | Who takes it hardest? (Pets, Family, Friends, Kids)
Fewer homes means faster decisions and smarter strategies R C S
Explain how low or shifting inventory shapes buying power The Real Impact of Inventory on Prices. Question | How would more listings change your buying plan?
The best time to buy is when your life—not the market—is ready
PEOPLE TO FOLLOW UP WITH
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Discuss opportunity costs of waiting vs. acting now.
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The Real Math Behind “Waiting for the Market.”
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Poll | Would you buy now or wait for the perfect rate?
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #6: “We do not want to do repairs or updates.” Quick Response: Totally understandable. The good news is not all improvements are equal. Some cost money, some make money, and some are not worth touching. Ask: Would you like to know which category your home falls into before deciding? Solutions: ROI based prep plan, pre inspection strategy, as is pricing and positioning.
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JUNE | AVOIDING REPAIRS AND UPDATES “I find that this time of year, homeowners are thinking of home improvements. Is this on your mind?” Solution: ROI Focused Prep Plan Why it works: It invites opinion and gently challenges assumptions. Text Script: I’ve noticed this time of year home improvements are top of mind. If you have ever wondered which improvements have the best return on investment, let me know.
JULY 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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First impressions decide whether buyers pause or swipe R
Show quick, high‑impact staging tips.
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5 Staging Tricks That Add Instant Value.
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Poll | Which room do you think matters most to buyers?
The best buyers inspect before they imagine R
Walk through hidden warning signs buyers often miss.
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What to Look for Before You Fall in Love with a Home.
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Poll | Ever regret ignoring a red flag?
Photos don’t just show homes, they sell them R
Compare good vs. bad listing imagery.
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The Do’s and Don’ts of Real Estate Photos. Trend | Point | Would you tour a home based on these photos?
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PEOPLE TO FOLLOW UP WITH
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #7: “We are just browsing. We are not ready to buy.” Quick Response: That is actually the best time to talk. The smartest buyers start early so they are not forced into rushed decisions later. Ask: Would it be beneficial if I helped you browse with intention so you know exactly when you are ready? Solutions: Buyer roadmap, readiness checkpoints, pressure free market education.
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JULY | EARLY-STAGE BUYERS BROWSING “Have you been noticing the homes for sale in your area?” Solution: Buyer Readiness Roadmap Why it works: It feels playful and relatable, not sales-driven. Text Script: I was recently talking with a client and it made me wonder. Do you browse homes for sale for fun?
AUGUST 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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You can’t control value, but you can control your plan R
Explain how appraisal gaps work and how to prepare.
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What Happens When the Appraisal Comes In Low.
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Poll | Have you been impacted by an Appraisal value?
Your online first impression starts at the curb R
Show simple outdoor upgrades that draw clicks.
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5 Curb Appeal Fixes Under $500.
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Trend | Point | Which exterior detail makes you stop scrolling?
Knowledge builds confidence and confidence wins offers R
Explain common industry terms in simple language.
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The Real Estate Dictionary: 10 Words You’ll Actually Use.
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Quiz | How much do you need for a downpayment? (0%, 10%, 20%, All of the Above)
PEOPLE TO FOLLOW UP WITH
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #8: “Interest rates are too high.” Quick Response: You are right. Rates matter. What most buyers miss is that price, competition, and negotiation power matter just as much. Ask: If we could reduce competition now and improve your rate later, would that change the conversation? Solutions: Rate buydown strategies, refinance planning, seller concessions.
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AUGUST | INTEREST RATE CONCERNS “Have you been following interest rates lately?” Solution: Rate Strategy and Refinance Plan Why it works: It acknowledges concern without amplifying fear. Text Script: Rates come up in almost every conversation lately. Curious how you’re thinking about them.
SEPTEMBER 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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Creativity can outsmart even the cash offers R
Bridge options, flexible terms, and lender relationships.
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Smart Strategies to Win in Competitive Markets.
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Poll | Would you rather strengthen your offer or adjust your price?
You’re not just selling a home, you’re selling a story R
Before‑and‑after examples of professional photos and video.
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Why Strategic Marketing Yields Higher Sale Prices.
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Poll | Do visuals change your perception of value?
You’ve built equity; now learn to use it wisely
PEOPLE TO FOLLOW UP WITH
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Explain how equity can fund renovations or investments.
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Equity Options Simplified: HELOC vs. Home Equity Loan.
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Question | What would you use your equity for?
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #9: “We want to talk to a few more agents before deciding.” Quick Response: That makes complete sense and you should compare options. Most people struggle to know what actually matters beyond personality and price. Ask: When you compare agents, would it help to know which questions predict a stronger result? Solutions: Agent comparison checklist, marketing and negotiation differentiation, clear decision criteria.
SEPTEMBER 2026
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SEPTEMBER | COMPARING AGENTS “I’m focused on improving my business. Your opinion matters to me. When working with a real estate agent, what is most important to you?” Solution: Agent Comparison Framework Why it works: It feels hypothetical and reflective, not competitive. Text Script: This came up recently and I thought of you. When working with a real estate agent, what is most important for you?
OCTOBER 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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The way we live is rewriting the way we buy
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Talk about sustainability, smart homes, or remote work migration. How Lifestyle Shifts Are Reshaping Real Estate.
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Poll | Would you ever buy a fully smart home?
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Protection is power until it’s pressure R
Simplify terms: inspection, finance, appraisal contingencies.
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Contingencies 101: What Every Buyer & Seller Should Know.
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Poll | Ever waived a contingency to win?
Waiting to buy comes with a price tag too R
Compare monthly rent to ownership costs over 5 years.
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The Long‑Term Cost of Renting vs. Buying.
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Poll | Has rent in your area gone up again?
PEOPLE TO FOLLOW UP WITH
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #10: “We think our home is worth more.” Quick Response: I hear that and emotionally you may be right. The challenge is the market only pays for what it can compare and justify. Ask: If we could test the higher number without risking momentum, would you want to explore that? Solutions: Pricing ladder strategy, feedback driven adjustments, data backed repositioning.
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OCTOBER | PRICING EXPECTATIONS “Have you noticed how some homes sell quickly while others sit, even in the same neighborhood?” Solution: Strategic Pricing Plan Why it works: It invites curiosity about the market rather than challenging value. Text Script: Something interesting I’ve noticed lately is how two similar homes can have totally different outcomes. If this makes you curious, I’m happy to explain.
NOVEMBER 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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Preparation sets the stage for top‑dollar results R
Walk through a prep checklist.
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10 To‑Dos Before Your Agent Orders Photos.
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Poll | Which of these would you tackle first?
Little habits prevent big repair bills R
Share quick seasonal maintenance reminders.
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12 To‑Dos to Keep Your Home in Peak Condition.
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Question | When’s the last time you cleaned your gutters?
The best deals create respect, not resentment R
Share examples of win‑win negotiation moments.
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The Art of Getting What You Want Without Losing the Deal.
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Question | What’s your toughest negotiation story?
PEOPLE TO FOLLOW UP WITH
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #11: “We are afraid of making a mistake.” Quick Response: That fear tells me you care, and that is a good thing. The biggest mistakes usually come from lack of clarity, not from thoughtful action. Ask: What would make this decision feel informed and safe instead of risky? Solutions: Decision framework, risk mitigation planning, education first guidance.
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NOVEMBER | FEELING STUCK BETWEEN OPTIONS “I’ve been conducting an informal poll. What do you think is harder, deciding to move, or deciding where to move?” Solution: Clarity Through Conversation Why it works: It acknowledges the emotional side of real estate and opens space for reflection. Text Script: I’ve noticed a lot of people feel stuck between choices right now. So, I am conducting an informal poll. What do you think is harder, deciding to move, or deciding where to move?
DECEMBER 2026 PEOPLE TO CONNECT WITH
CONTENT INSPO
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You live in an asset that grows while you sleep R
Compare appreciation vs. inflation rates using simple data.
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Wealth‑Building Through Homeownership—Explained.
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Poll | Would you buy again if you could rewind ten years?
In a bidding war, clarity beats chaos R
Discuss how agents position clients strategically.
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The Anatomy of a Winning Offer.
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Poll | Would you rather negotiate or stand firm?
When you know the numbers, you control the narrative R
Break down a local report and explain what’s important.
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Your Guide to Understanding Monthly Housing Stats.
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DM | Want a simple breakdown of this month’s market?
PEOPLE TO FOLLOW UP WITH
CLOSINGS THIS MONTH
HABIT I commit to... Mark each day on the calendar that you accomplished your habit.
CONVERSATION STARTER 9
Enter the number of times each day that you initiated the conversation of the month.
OVERCOMING OBJECTIONS Objection #12: “Let us wait and see what happens.” Quick Response: Waiting can be a strategy if it is intentional. Most people wait without a trigger, and that is where opportunity slips away. Ask: What specific signal should we agree on that tells you it is time to act? Solutions: Trigger based plan, market alerts, scheduled check ins.
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18
19
20
21
22
23
24
25
26
27
28
29
30
31
Days Habits Met:
MONTHLY CONVERSATION STARTER
Conversations Total:
DECEMBER | PASSIVE WAITING “I have been doing my end of year check ins and I discovered that clients are thinking of selling next year but want to see what happens with the market. The market next year looks interesting.” Solution: Trigger Based Action Plan Why it works: It gently challenges inertia without judgment; sparks curiosity. Text Script: I am finding a lot of clients are in “wait-and-see” mode right now. The outlook for the coming year is interesting!
NOTES
Information herein is deemed reliable, accuracy is not guaranteed. Provided by WFG National Title Company corporate marketing department, developed and designed by the Marketing Technology Division at MyHome.