Lead Generation
Building your business on paid lead platforms is renting land. The moment you stop paying, the leads stop. This module builds the machine you own — permanently.
This is the longest module in the program for a reason. The prospecting machine is the engine of everything. I spent years on rented lead platforms before I understood this. Don’t make the same mistake.
Section 2 — the numbers table — is the most important thing in this workbook. Do the math. It will change how you feel about picking up the phone.
The Frameworks in This Module
From math-based income targeting to scripts you own, pillars you dominate, and a daily machine that runs in feast and famine alike.
The Numbers Table
Build backward from your income goal to your daily contact minimum. When prospecting becomes math, the emotional charge disappears. You either hit the number or you don’t — and the number doesn’t judge you.
“Know your number. Hit your number. Repeat.”
The 4 Pillars
Sphere, Expireds, FSBOs, Geographic Farm. Each pillar is a different conversation with a different type of lead. You don’t need to run all four simultaneously — you need to own one completely before expanding.
“One pillar dominated beats four pillars attempted.”
Scripts + Objections
Scripts are not crutches — they are the language of preparation. Write your sphere script, your expired script, your appointment ask, and four objection responses. Practice until they are automatic, not rehearsed.
“Certainty in your words produces certainty in your prospect.”
“The agent who prospects daily in feast or famine never experiences famine.”
Consistency is the only strategy that compounds. A referral business built over 5 years of daily prospecting is untouchable. A business built on paid leads is a subscription you can never cancel.
Module 04 — Complete the Work
6 sections. Start with your honest prospecting identity, then do the numbers table — it will change everything. Answers save automatically.
Sphere / Database
The highest-conversion source available. People who already know you. Calls, texts, handwritten notes, personal outreach.
My Weekly Sphere Contact Target Current Conversion Rate from SphereExpired Listings
Motivated sellers with a proven desire to sell. High competition but high reward for agents who are consistent, prepared, and confident.
My Weekly Expired Outreach Target My Expired Opening LineFSBOs
Sellers who want to save the commission. The best FSBO agents demonstrate what professional representation actually delivers.
My Weekly FSBO Contact Target My FSBO Positioning StatementGeographic Farm
A defined neighborhood where you become the dominant agent through consistent presence, market expertise, and value delivery over time.
My Farm Area (Neighborhood / Zip) My Monthly Farm Touchpoint"I'm not interested."
My Response"We're already working with an agent."
My Response"Now isn't a good time."
My Response"Just send me something in the mail."
My Response- ✓Watched the Module 04 video in full — no skipping
- ✓Written my honest prospecting identity — what I feel and where it comes from
- ✓Written my new Prospecting Identity Statement — present tense, non-negotiable
- ✓Completed the Numbers Table — built backward from income goal to daily contact minimum
- ✓Defined my daily prospecting minimum — conversations, not dials
- ✓Chosen my primary prospecting pillar and set weekly targets for it
- ✓Written my Sphere opening script in my own words
- ✓Written my Expired opening script in my own words
- ✓Written my appointment ask script using Phil Jones precision language
- ✓Written responses to all four major prospecting objections
- ✓Practiced all scripts out loud — minimum 3 times each
- ✓Set my prospecting block in my calendar as a recurring appointment
- ✓Written my pre-prospecting ritual and my tracking system