How to Go from 3–9 Real Estate Deals a Year to 20+
If you're a full-time real estate agent closing 3 to 9 transactions a year, you're already ahead of most. You're working hard, showing up for clients, and building a career in a tough industry. But if you're like many agents I’ve talked to, you want more. You’re aiming to break into the top 2% of agents who consistently close 20 to 25 deals annually and generate six-figure income(x2).
That leap is possible - and I’m going to break down exactly how to make it happen.
I’m not here to sell you a course. I’m not trying to go viral. I’m a full-time broker and co-owner of Someday Homes Realty in Jax Beach, Florida. I do 20 to 25 deals a year by myself, and our boutique brokerage of only a few agents has already closed 48 transactions totaling over $20 million in volume in the first half of 2025. We also build 8 to 10 luxury homes a year at the beaches. So yes, we know a thing or two about real estate.
If I had to start over today, these are the three things I would do immediately.
1. Get Laser Focused on One Lead Source
Too many agents try a little of everything—an open house this week, a few postcards next month, a video once in a while. There’s no consistency, and it shows in their pipeline.
If you’re doing a handful of deals a year and want to double or triple that, you need to zero in on one lead source and go all in. Whether it’s geo farming, open houses, door knocking, cold calling, or social media - choose what fits your personality and business model.
For example, I’m not great at open houses. I’ll still host them for my sellers and even pay for marketing, but I often have agents at my brokerage run them. This is Win-Win as my clients receive full service and my agents can capture and close the buyer leads that visit the open house. And as they do their own marketing for the event my client's home receives extra exposure. My strength is in geo farming. I use a three-touch method: direct mail, organic Facebook engagement, and in-person visibility at neighborhood events and meetings.
Whatever your method is, let your coach or broker know what you’re focused on. If they can’t help you master it, find someone who can.
2. Invest in a Professional CRM
If you're managing your leads on your phone or in a notebook, you're going to stay stuck in the 3–9 deal range. You need a professional CRM to manage your business, especially when your transaction volume starts to scale.
I use Follow Up Boss. It’s $60/month for an individual plan and worth every penny. It’s better than most brokerage-provided tools, and it gives you full control over your data - even if you switch brokerages down the line.
A strong CRM helps you deliver consistent, high-level service, which leads to referrals, repeat business, and long-term growth. Without it, you’ll drop balls, miss follow-ups, and lose momentum.
3. Build Your Content Flywheel
It’s 2025. If you’re not doing content, you’re invisible. Content is both marketing and prospecting.
I create one video a week - just like the one shared here - then repurpose it into 6 or 7 short-form videos using Riverside.FM and Adobe Premiere. I schedule everything with a tool called Metricool, which costs around $240 a year for unlimited scheduling.
This system gives me weeks of scheduled content with just one day of work each week. It lets me stay visible, build authority, and still have weekends with my family - without worrying about what to post next.
Content doesn’t have to mean going viral. It just needs to show your community that you’re the expert they can trust. That builds awareness and trust, and when combined with great service and strong systems, it generates high-quality leads.
Take Action Today
If you’re doing 3 to 9 transactions a year, you’re already beating the majority of agents in the industry. But if you want to make the leap to 20 or more, these three steps are where you start:
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Pick and master one lead source.
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Invest in a real CRM.
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Create consistent, strategic content.
If you want help building your lead gen plan, choosing the right CRM, or creating a content system, I’d be happy to share what I use. Just reach out.
And if you’re in Jacksonville and interested in joining Someday Homes Realty, check out our site at www.riggsgroupfl.com. Hit the Join Our Team page and let’s connect.
See you on the next one.
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Written by Nate Riggs, Broker and Co-Owner of Someday Homes Realty
Helping agents and clients win in Jacksonville and Northeast Florida
