Strategy & Content Planner
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12 DAILY SALES HABITS
Daily Sales Habits of High Performers
Top-performing sales reps 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 reps 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
1.
BUILD THE HABIT
B U I L D T H E R E S U L T S
Choose one habit from the list to focus on each month
2.
Add it to the Habit Tracker in your planner, and commit to practicing it daily
Small, consistent actions are what separate top performers from everyone else; this is where it starts.
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection#1:“IalreadyhaveatitlecompanyIuseandtrust.”
QuickResponse:Totallyrespectloyalty.Thatsaid,eventhetopagentsIworkwithweresurprisedby whattheydidn’tknowtheyweremissing,especiallyaroundcommunicationandtransactionvisibility
Ask:Wouldyoubeopentoa15-minutechattoseeifthere’seveno neareayoucouldstreamlinefurther?
Solutions:MyHome,WFGKey,CustomerServiceTeam,MyHomePrompts
SOLUTION OF THE MONTH Days Habits Met: Solutions Total
JANUARY - STRATEGIC PLANNING SEASON
“Who’s helping you map out your Q1 & Q2 marketing strategy so it aligns with your business goals?”
Sets up: Marketing Technology Director (MTD) Why it works: Agents are in planning mode but often lack structured support. This reframes the conversation from tactics to strategy.
Text Script: Have you had a chance to check whether your marketing still supports the goals you set for the year?If not, I can introduce you to a strategist who helps agents realign their plan. Want to connect?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
�� Objection#2:“I’mloyaltomyescrowofficer.”
QuickResponse:Thatkindofloyaltysaysalotabouthowseriouslyyoutakeyourbusiness I’mnothere todisruptanything,butIdoworkwithagentswhovaluehavingoptionsthatalignwithhowtheywant theirclientstobetreated.
Ask:Wouldyoubeopentoseeingwhat’sworkingforotherswhenitcomestocommunicationand keepingclientsinformedthroughoutescrow?
Solutions:
- FARMING & LEAD GENERATION FOCUS
“How are you identifying the most active buyers and sellers in your farm right now?”
Sets up: Fetch (or Flash Farms)
Why it works: Spring is approaching, and agents are looking to level up their territory strategies. This question challenges the “spray and pray” approach.
Text Script: Quick question - how are you spotting the hottest activity zones in your farm this month? Some agents are using a tool that shows where listings are likely to pop up before they hit the market. Want a quick look?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH CONTENT
MEETINGS WITH MY MTD
OVERCOMING OBJECTIONS
Objection#3:“Idon’ttakemeetingswithtitlereps.”
QuickResponse:Understood,andtobeclear,I’mnotshowingupwithapitch I’vegotinsightand toolsthatarehelpingagentsclosefasterandgetfewerpanickedcallsfromclients.
Ask:Wouldyoubeopentoabriefstrategysessiontoseehowothersaredoingitdifferently?
Solutions:MyHome,WFGKey,MyHomePrompts
HABIT TRACKER
Days Habits Met:
Solutions Total
SOLUTION OF THE MONTH
MARCH - SELLER PREP & LISTING STRATEGY
“What’s your go-to source for real-time market data when sellers ask, ‘Is now a good time to list?”
Sets up: Altos Research
Why it works: The market is shifting fast This opens a conversation about using live data to earn trust and win listings
Text Script: More sellers are testing the waters right now what’s your go-to resource when they ask, “Is now a good time to sell?” I’ve got a tool a few agents are using to show trends in real time instead of relying on lagging comps Want me to send over a sample?
PEOPLE TO CONNECT WITH
CLIENTS TO RECONNECT WITH
MEETINGS WITH MYHOME
THIS MONTH’S HABIT
Mark each day on the calendar that you accomplished your habit
SOLUTIONS OF THE MONTH
Enter the number of times each day that you shared the solution of the month
OVERCOMING OBJECTIONS
Objection#4:“I’mtoobusyrightnow.”
QuickResponse:ExactlywhyI’mreachingout ThebusiestagentsIworkwithsavetimebecause they’veeliminatedback-and-forthsandlast-minutesurprisesduringclosings
Ask:Woulditbeworth15minutestoseeafewwaysyoucouldfreeupsometimewithoutchanging yourcurrentprocess?
Solutions:MyHome,WFGKey,CustomerServiceTeam
“How confident are you that your clients fully understand their numbers before they close?”
Sets up: WFG Key
Why it works: April kicks off serious listing activity. This positions you as a partner who helps reduce confusion, not just process files
Text Script: When you present offers to sellers, how often do they fully understand their numbers? There’s a tool some agents are using that makes it crystal clear so they can compare offers fast and avoid closing table surprises. Want to see how it works?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection#5:“WhatmakesWFGanydifferent?”
QuickResponse:Fairquestion.Fromtheoutside,titlecompaniessoundthesame.ButWFG’sclient communicationtools,datainsights,andsellerexperienceenhancementsareagame-changerfor agentswhovaluespeedandtransparency.
Ask:Wanttotakeaquicklookathowit’sworkingforothertopagentsinourmarket?
Solutions:MyHome,CustomerServiceTeam,MyHomePrompts,CustomerServiceTeam
“What are you doing right now to stand out in your farm or neighborhood?”
Sets up: Corefact
Why it works: With competition heating up, this question helps you guide agents to better lead capture and seller conversion strategies.
Text Script: Now that signs are going up everywhere, what’s your strategy to stand out in your farm? A few agents I work with are using smart direct mail that tracks engagement and drives seller leads straight into their inbox. Want to take a peek?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
CONTENT
INSPO MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection #6: “I’ve had a bad experience with WFG in the past.”
Quick Response: Thanks for being honest I can’t speak to the past, but I can say our current team and tools are nothing like what WFG looked like a few years ago.
Ask: Would it be worth a short call to see what’s different today?
Solutions: MyHome, WFG Key, Customer Service Team, MyHome Prompts, T& E Process
JUNE - ESCROW VOLUME + TRANSACTION VISIBILITY
“How often are you the one chasing down updates on your own deals?”
Sets up: MyHome
Why it works: This reframes a common pain point as something completely solvable, giving you the chance to introduce a better experience.
Text Script: How much time are you spending chasing title or escrow updates lately? I’ve been showing agents how to use a tool that puts the entire transaction timeline in one place for clients, so you’re not stuck being the middleman. Want me to show you?
PEOPLE TO CONNECT WITH
CONTENT
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection #7: “My title company helps with marketing.”
Quick Response: That’s awesome, real support matters I’m curious, are you seeing measurable results from that help, or just checking the box?
Ask: Would it be helpful to compare what you’re getting now with what some agents are doing to drive actual engagement?
Solutions: Corefact, MyHome Prompts, Fetch/Flash Farms, MTD
JULY - CLIENT EXPERIENCE DURING
“Do you offer anything to your clients after closing to simplify their move?”
Sets up: MyHome Move
Why it works: Most agents go quiet after close. This question positions you as someone who helps extend their service and deepen referrals.
Text Script: Now that clients are moving in droves, are you offering anything that helps them get settled post-close? A few agents are using a move concierge service that takes care of things like utilities, mail, and more, without adding work to your plate. Want to check it out?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection#8:“Alltitlecompaniesarethesame.”
QuickResponse:Totallygetwhyitfeelsthatway Mostofthedifferenceisbehindthescenes, inhowfilesaremanaged,howclientsareupdated,andhowquicklyproblemsareresolved whenthingsgetofftrack
Ask:CanIshowyouhowouragentsareclosingfasterandgettingfewerlast-minuteissues?
Solutions:MyHome,WFGKey,CustomerServiceTeam
AUGUST- EMD & EFFICIENCY
“How are your clients delivering earnest money, and how often does it cause a delay?”
Sets up: Zoccam
Why it works: Agents are stretched thin this time of year You’re giving them a faster, more secure process that removes a nagging logistical issue
Text Script: Do earnest money deliveries ever hold up your files? Some agents are using a mobile deposit tool that lets buyers send funds securely from their phone, no handoffs, no bank runs Want to see it?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection#9:“Mybrokerwantsmetousetheirpreferredtitlecompany.”
QuickResponse:Totallyunderstand,andIrespectbrokeragepolicies.Thatsaid,manyagentschoose toworkwithWFGbecausetheywantatitlepartnerwhoputstheirclientsfirstandmakestheprocess smootherfromcontracttoclose.It’snotaboutgoingagainstofficenorms;it’saboutdoingwhat’s bestforyourbusinessandyourbuyersandsellers
Ask:Woulditbehelpfultohaveanotherexpertavailablewhenthingsgetcomplicated?
Solutions:CustomerServiceTeam,MyHome,WFGKey
SEPTEMBER - INVESTOR & MOVE-UP CLIENTS
“How often are you working with investors or sellers who could benefit from a 1031 exchange?”
Sets up: WFG 1031 Exchange Services
Why it works: September brings more strategic sellers into the mix This positions you as a resource beyond basic closings
Text Script: Do you work with any investor clients or sellers upgrading their portfolio? We’ve got a 1031 team that supports agents through those transactions so they stay compliant and smooth Worth having in your back pocket?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection#10:“I’veneverheardofWFG.”
QuickResponse:Totallyfair,we’regrowingfast,andsomeofthebest-kepttoolsinrealestateflyunder theradar Buttheagentswhodoworkwithusoftensaytheyhadnoideatitlecouldbethissmoothor thisclient-focused
Ask:Wanttotakealookatwhat’sworkingforagentswho’vemadetheswitch?
Solutions:MyHome,WFGKey,CustomerServiceTeam
“What’s your current title team’s response time when you have an urgent file issue?”
Sets up: WFG Customer Service Team
Why it works: Agents are pushing hard toward year-end and want reliability This creates contrast if their current team is reactive
Text Script: When something urgent pops up in escrow, how fast does your title team actually get back to you? I’ve been partnering with agents who need fast, proactive service, and they’re noticing a huge difference Want to see what that looks like?
PEOPLE TO CONNECT WITH
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
�� Objection#11:“MyTChandlestitlestuff.”
QuickResponse:Makestotalsense Thatsaid,whenclientsfeelconfusedorsomethingfallsthrough thecracks,you'restilltheonetheycall.Whatweofferhelpsyoustayprotectedfromthosefiredrills, withoutsteppingonyourTC’srole
Ask:Wanttoseehowwe’rehelpingagentsstayfocusedondeals,notdealproblems?
Solutions:MyHome,WFGKey,CustomerServiceTeam
NOVEMBER - DEAL-SAVING CONVERSATIONS
“When something in escrow goes sideways, what’s your current team’s first move?”
Sets up: WFG Title & Escrow Teams
Why it works: This highlights risk during high-stakes months You’re introducing WFG as a strategic safety net, not a backup vendor.
Text Script: When things get messy in escrow, what’s your team’s first move? I work with a group built to protect deals and solve fast, and it’s made a real difference for agents heading into Q4 strong. Want me to show you how we work?
PEOPLE TO CONNECT WITH
CONTENT INSPO
PEOPLE TO FOLLOW UP WITH
MEETINGS WITH MY MTD
HABIT TRACKER
OVERCOMING OBJECTIONS
Objection #12: “Not interested.”
Quick Response: Appreciate the directness Just curious, is that because you’re completely satisfied, or haven’t seen a reason to try something new?
Ask: If it’s the latter, I’ve got a quick market insight that could shift the conversation. Can I send it over?
Solutions: Altos Research, WFG Key, MyHome Prompts, Corefact
DECEMBER 2026
DECEMBER - REPEAT BUSINESS & CLIENT RETENTION
“What’s your strategy for staying top-of-mind with buyers after closing?”
Sets up: MyHome Prompts
Why it works: The Holiday season is a time for reflection and pipeline protection This focuses them on post-close retention without extra effort
Text Script: As the year winds down, how are you staying connected to past clients? There’s a system that sends branded, automated touchpoints at key milestones, and it’s helping agents generate more referrals on autopilot Want a quick demo?
Social Media Key
Social Media Key
Notes...