Class Overview In this class, Bob Latigona teaches real estate agents how to turn the full Summer of Prospecting system into a clear 90-day action plan. Agents will learn how to move from training into execution by organizing their database, scheduling their Weekly Prospecting Power Hour, building consistent daily relationship touches, sending market updates, offering home equity checkups, working referral partner relationships, following up with purpose, and tracking activity in the CRM. This class brings the entire prospecting series together into three focused phases: build the foundation, increase conversations, and create appointments while developing consistent habits that can continue beyond the first 90 days.
What You Will Learn
- Why the next 90 days can create momentum, confidence, stronger relationships, and future pipeline opportunities
- How to use a three-phase plan: Days 1–30 for foundation, Days 31–60 for conversations, and Days 61–90 for appointments and consistency
- How to organize your CRM, segment your sphere, identify your Top 25 relationships, and schedule your Weekly Prospecting Power Hour
- How to use market updates, home equity conversations, referral partner check-ins, social media engagement, open houses, and handwritten notes as part of one connected system
- How to set daily and weekly prospecting targets that are realistic, trackable, and relationship-based
- How to use a weekly scorecard, 90-day scorecard, daily action tracker, and weekly planning page to measure progress
- How to avoid common mistakes such as starting without a list, doing too much at once, changing the plan every week, failing to track activity, and skipping follow-up
- How to turn the 90-day plan into a long-term business rhythm built on showing up, staying visible, being valuable, and becoming referable
Class Recording Watch the full Chapter 12 training session below. This class explains how to turn the Summer of Prospecting training series into a practical 90-day prospecting action plan. Agents will learn how to follow a three-phase system, build their foundation, increase meaningful conversations, create appointment opportunities, use weekly and daily tracking tools, stay accountable, and repeat the habits that support long-term real estate business growth.
Class Resources Use the resource below to review the class, complete the workbook, and begin your 90-day prospecting action plan. Download Chapter 12 Workbook
Action Steps Complete these steps after watching the class:
- Schedule your first four Weekly Prospecting Power Hours and add them to your calendar as recurring appointments.
- Build or update your Sphere of Influence Master List with at least 25–50 names to begin.
- Segment your database into clear categories, including sphere contacts, Top 25 relationships, past clients, referral partners, buyer prospects, seller prospects, open house contacts, social media contacts, and market update responders.
- Choose one town, neighborhood, or market area for your first weekly market update.
- Send up to 10 personal messages when appropriate and permitted. Keep each message relevant, personal, and relationship-based.
- Make up to five phone calls to people where a brief check-in is appropriate and permitted.
- Identify up to three homeowners who may welcome a Home Equity Checkup or preliminary market update.
- Contact up to two referral partners with a useful market update, appreciation message, or offer to support their business.
- Plan, promote, or work one open house only with proper seller, listing broker, brokerage, MLS, advertising, and local-rule authorization.
- Track all appropriate contacts, conversations, requested resources, communication preferences, opt-outs, follow-up dates, and next steps in your CRM.
Action Steps
Back to Chapter 11 Back to Summer of Prospecting Back to Training Hub