Question 1

How should real estate agents structure their day?

Accepted Answer

Andy Nelson follows the GloverU rule “own the morning, win the day”: roughly 8:00 AM to noon is for client generation only, with closings, walkthroughs and inspections pushed to the afternoon for client servicing. He is at his desk at 7:00 AM six days a week and starts by planning his prospecting.

Question 2

Should real estate agents work Saturdays?

Accepted Answer

Nelson starts Saturdays at 7:00 AM and winds down around noon. He says Jeff Glover’s schedule for selling 100 homes a year included Saturdays, and two Saturdays a month is 24 a year, putting you three weeks to a month ahead of competitors who treat Saturday as “available if you need me.”

Question 3

When is the best time to call expired listings?

Accepted Answer

Nelson has a ton of success with expireds that are five to seven days old. The seller gets bombarded with calls for the first two or three days and most agents fall off after that, so once the owner has survived the initial barrage they are willing to have a conversation.

Question 4

How do you stop sounding scripted on prospecting calls?

Accepted Answer

Internalize the script instead of memorizing it. Nelson says children can recite nursery rhymes without knowing what they mean; when a script is internalized it becomes part of your everyday dialogue, so even if you say the same words as other agents, the conversation flows naturally and does not sound scripted.

Question 5

How can agents build their pipeline for next year?

Accepted Answer

Go back through your database for everyone who said they plan to list or move next year. Nelson did this exercise with a coaching client in October: her goal for 2025 is 36 transactions and she had already identified nine of them, 25% of the goal, giving her a 90-day head start.