BEELINE 4/20
The Realtor Hive
Hive Lender ยท Evaluate & Evolve
The Performer ยท Hive Lender ยท Evaluate & Evolve
Last week you closed.
This week you score the game.
This week you score the game.
"The best closers don't just move on โ they debrief. What worked? What stalled? Who's next? This week you count the yeses, clean the pipeline, and build the target list for May."
Carried in from Nurture
Pre-approvals started ยท Agent commitments made ยท Hive invites sent ยท Warm "not yets" with dates
This week
EVALUATE & EVOLVE
What you leave with
A scored pipeline ยท A refreshed 30-day target list ยท A sharper close for next cycle
Your job this week โ one thing
Score last week like a game. How many asks did you make? How many landed as pre-approvals started, referrals given, or preferred lender commitments? What was your conversion rate? The Performer doesn't sit with the numbers forever โ but they look at them, extract the pattern, and reset with a stronger list for May.
What Evaluate & Evolve means for The Performer LO
You close fast and move fast โ which means you can also skip the review and miss the pattern. This week you slow down just long enough to ask: which ask format closed a pre-approval? Which agent meeting turned into a real commitment? Where did you soften the ask in the moment? Then you lock in your next 30-day target list โ database and agents โ and start the cycle again with momentum, not starting from zero.
Win the week
Pipeline scored and sorted. 30-day target list built for database and agents. Every open conversation has a follow-up date. You know exactly who you're calling Monday.
Monthly goal
End the month knowing your conversion rate โ asks made vs. yeses received โ and with a stronger pipeline than you started with. At least 1 signed pre-approval or preferred lender commitment coming out of this cycle into May.
The Performer's Daily Flow
Lighter on outreach this week, heavier on reflection and reset. The non-negotiables still run โ but the weekly actions are about building the machine, not just running it.
Fixed โ every day, every week
โ
Respond
Clear every message, DM, and rate question before you start. Responsiveness is your brand โ don't drop it during a review week.
โก
Connect
Add one person โ ideally someone referred or introduced during Nurture week. One action, one person, every day.
This week โ one Hive follow-through
๐
Follow up the Hive invites you sent
You sent 5 Hive links last week. This week you follow up with each one: "Hey โ did you get a chance to check out The Hive? Would love to hear what you thought." Half of conversions happen on the follow-up. Close the loop.
The invite opened the door. The follow-up walks through it.
This week only โ Evaluate & Evolve (Performer)
โข
Score last week
Pull your CRM and count: how many direct asks made? How many yeses (pre-approvals started, referrals given, preferred lender commitments)? How many not-yets? How many nos? Write it down. Not to judge โ to have a baseline. You can't improve what you don't measure.
You don't rise to your goals. You fall to your systems. This week you fix the system.
โฃ
Sort your pipeline into three buckets
Hot (follow up this week) ยท Warm (follow up in 30 days) ยท Cold (follow up in 90 days). Every name from the last 7 weeks โ database and agents โ goes in a bucket. A date or they move to cold.
โค
Build your next 30-day target list
10 database names most likely to transact or refer. 10 agent names most likely to send a buyer or commit as a preferred lender. Each one with a specific next action. That list IS your business plan for May.
Weekly Reset โ Friday (30 min)
ยท Is your pipeline sorted into hot / warm / cold?
ยท Does your 30-day target list have 10 database + 10 agent names with next actions?
ยท Are all open conversations from Nurture week logged with follow-up dates?
ยท Did you follow up with the 5 agents you sent Hive invites to?
ยท What was your best-performing ask format this cycle? Use it first next time.
ยท Does your 30-day target list have 10 database + 10 agent names with next actions?
ยท Are all open conversations from Nurture week logged with follow-up dates?
ยท Did you follow up with the 5 agents you sent Hive invites to?
ยท What was your best-performing ask format this cycle? Use it first next time.
Evaluate โ Score Your Cycle
Fast and honest. Answer these questions before you close the week โ separately for database and agent relationships.
Database & Sphere
Agent Relationships
The Numbers
How many direct asks did you make this cycle? How many resulted in a pre-approval started, a referral introduction, or a specific next step?
Asks: ___ ยท Pre-approvals started: ___ ยท Referrals: ___ ยท Not-yets: ___ ยท Nos: ___
Conversion Rate
Divide yeses by total asks. That's your baseline. The goal isn't perfection โ it's knowing the number so you can move it next cycle.
Conversion rate: ___% ยท Target for next cycle: ___%
The Best Ask
Which specific ask format got the most traction? Pre-approval close? Direct introduction ask? Urgency play? Use that one first next cycle.
Best-performing ask this cycle: _______________
The Hesitation
Where did you hold back? Who did you avoid calling? What made you soften the ask in the moment? Name it โ so you can fix it.
I hesitated most when: _______________
Open Loops
Who still has an unanswered ask floating? Every one needs a specific follow-up date booked before Friday. No open-ended "I'll circle back."
Open loops: ___ ยท All have follow-up dates? Yes / No
The Surprise
Who said yes that you didn't expect? Who went quiet that you were sure was closing? Surprises are data โ they rewrite your assumptions for next cycle.
Biggest surprise this cycle: _______________
Agent Meetings Run
How many agent meetings did you actually run during Nurture week? How many resulted in a specific next step โ buyer intro, co-marketing date, preferred lender conversation?
Meetings run: ___ ยท Specific next steps set: ___
Preferred Lender Progress
How many agents did you directly ask for the preferred lender spot? How many said yes, let's try it on the next deal? That's your most valuable metric this cycle.
Asks for preferred spot: ___ ยท Yeses: ___
Buyer Introductions
Did any agent send you a buyer this cycle? Who? What triggered it? Build more of that pattern into next cycle.
Buyer intros received: ___ ยท From who: _______________
Hive Invite Follow-Through
You sent 5 Hive links last week. How many responded? How many joined? That's the agents who are ready to go deeper with you โ prioritize them in May.
Invites sent: ___ ยท Responses: ___ ยท Joined: ___
Co-Marketing Dates Locked
Did you convert any "we should do something together" into a real date on the calendar? If not โ that's the move for next cycle's Initiate week.
Co-marketing dates confirmed: ___ ยท With: _______________
The Agent You Underinvested In
Who on your agent list deserved more attention than you gave them? That's your top priority for next cycle's target list.
Agent to prioritize next cycle: _______________
Evolve โ Build What's Next
You've scored the cycle. Now you build the next one. The Performer's evolution is always about sharpening the target and tightening the system.
Your 30-day target list โ dual track
10 database names most likely to transact or refer in the next 30 days. For each: their situation and your specific next action.
10 agent names most likely to send a buyer or commit as a preferred lender. For each: the specific ask you'll make and the value you'll lead with. This list goes into your CRM tonight.
10 agent names most likely to send a buyer or commit as a preferred lender. For each: the specific ask you'll make and the value you'll lead with. This list goes into your CRM tonight.
One thing to do differently next cycle
Based on your evaluation, pick one specific change: a different ask format, a shorter follow-up window, a new Initiate move, an earlier close. One change. Committed to. Written down.
Not-yet follow-up calendar
Every "not yet" from Nurture week gets a calendar entry right now โ not a vague intention. The person's name, what you're following up on, and what you'll say. If you don't do this today, you won't do it at all. Database not-yets get a rate-based reason to reconnect. Agent not-yets get a value-add reason โ a buyer lead, a market piece, a co-marketing pitch.
The referrals you haven't asked for yet
Go back through your Nurture week conversations. Who did you have a real moment with that you never actually asked for a referral? That's your outreach list this week. Low pressure, one sentence: "I'd love a name if anyone comes to mind." Performer LOs leave referrals on the table when they don't review. Fix that today.
This Week's Marketing
End-of-cycle content. Lead with wins, data, and a clear call to action. Check off each piece as you post it.
๐ธ Posts
POST 1 โ Rate recap for the month: where we started, where we are, what it means
POST 2 โ Client win or testimonial from a recent close (with permission)
POST 3 โ "The 3 questions buyers are asking me right now" ยท personalize with your actual conversations
๐ฑ Stories
Share behind-the-scenes from this month's closings (fist bumps, signing photos, agent shoutouts)
Repost an agent partner's content with a "proud to work with" tag
๐ฌ Videos
VIDEO 1 โ 30-second rate update: "Here's what this month's rates mean for you if you're thinking about buying"
VIDEO 2 โ "Why I love what I do" ยท short, personal, unscripted
VIDEO 3 โ Send a personal video text to your top 3 database contacts this week
Your Weekly Checklist
Close the loop and set up the next cycle. Check off as you go.
Evaluate
Scored last week โ asks, yeses, not-yets, and nos counted
Calculated my conversion rate for the cycle
Identified my best-performing ask format (database and agent)
Named the moment I hesitated โ and why
Every open loop has a follow-up date in my CRM
๐ Tracked responses from the 5 Hive invites I sent last week
Evolve
Pipeline sorted into hot / warm / cold buckets
30-day database target list built โ 10 names with next actions
30-day agent target list built โ 10 names with specific asks
One specific change committed to for next cycle
Not-yet follow-up dates booked as calendar entries
Referral ask sent to anyone I had a real moment with but never asked
๐ Followed up with every agent I sent a Hive invite to last week
Notes & reminders
Win the week
Pipeline scored and sorted. 30-day target list built for both audiences. Every open conversation has a date. You know exactly who you're calling Monday โ and this cycle made you sharper for the next one.
The Relationship Builder ยท Hive Lender ยท Evaluate & Evolve
Last week you asked.
This week you tend what's still growing.
This week you tend what's still growing.
"Not every relationship closes in one cycle. The ones that don't close this week aren't losses โ they're long-term investments. Tend them."
Carried in from Nurture
Real conversations ยท Referrals received ยท Voice memos sent ยท Agent relationships deepened ยท Hive invites out
This week
EVALUATE & EVOLVE
What you leave with
A relationship map ยท A long-term soft-touch list ยท Deeper agent connections than you started with
Your job this week โ one thing
Map your relationships honestly. Who moved closer to a transaction, a referral, or a preferred lender commitment? Who needs more time? Who gave you a name you haven't followed up on yet? This week you close the loops that are ready and plant the seeds for the ones that aren't.
What Evaluate & Evolve means for The Relationship Builder LO
You play a long game โ and that's your strength. This week isn't about counting closes. It's about recognizing which relationships moved and how much. The homeowner who wasn't ready in week 3 might be ready in week 11. The agent who said "let's stay in touch" might be ready for a real co-marketing conversation next cycle. Your job is to make sure you're still in their world when they get there โ warm, consistent, and unrushed.
Win the week
Every relationship from this cycle is mapped and has a next touchpoint scheduled. Every referral name received is followed up. Your long-term soft-touch list is updated and alive โ for database and agents.
Monthly goal
Leave this month with at least 1 referral name followed up and converted to a real conversation, 1 agent relationship meaningfully closer to preferred lender status, and a soft-touch system you trust to keep you top of mind.
The Relationship Builder's Daily Flow
Still warm, still consistent. This week the daily flow is about honoring the relationships you built โ not letting them quietly fade because the program ended.
Fixed โ every day, every week
โ
Respond
Clear every message and DM. Consistency is what makes you trustworthy โ don't drop it in a review week.
โก
Connect
One person you already know. Follow, reply, reach out. Quality over quantity โ always.
This week โ one Hive follow-through
๐
Follow up the Hive invites you sent
For the Relationship Builder, the follow-up isn't transactional. "Hey โ just thinking of you. Did you get a chance to check out The Hive? No pressure โ just wanted to make sure the link landed." Warm, unhurried, and real.
You sent the invite because you believed they'd love it. The follow-up says you still do.
This week only โ Evaluate & Evolve (Relationship Builder)
โข
Follow up every referral name received
Anyone who gave you a name during Nurture week gets a follow-up this week. Not a pitch โ a warm reach-out: "Hi [Name], [mutual friend] thought we should connect โ I'd love to say hello and see how I can be helpful." The introduction was made. Now you show up for it.
The relationship earns the referral. The follow-up closes the loop.
โฃ
Map your relationships honestly
Go through every person you connected with this cycle โ database and agents. Are they closer to working with you than they were 7 weeks ago? If yes โ what's the next step? If no โ soft-touch list or graceful exit?
โค
Send 3 pure appreciation messages
No ask. No agenda. Genuine gratitude to 3 people who gave you their time this cycle โ at least one agent, at least one database contact. "I just wanted to say thank you for showing up and for being such a good human." This is relationship banking โ it pays back over years.
Weekly Reset โ Friday (20 min)
ยท Did you follow up every referral name received?
ยท Is your soft-touch list updated with next contact dates?
ยท Did you send your 3 appreciation messages?
ยท Did you check in with everyone you sent a Hive invite to?
ยท Who needs one more gentle nudge before you move them to long-term?
ยท Is your soft-touch list updated with next contact dates?
ยท Did you send your 3 appreciation messages?
ยท Did you check in with everyone you sent a Hive invite to?
ยท Who needs one more gentle nudge before you move them to long-term?
Evaluate โ Map Your Relationships
Not a scorecard โ a relationship map. Where did each connection land after 7 weeks of intentional work?
Database & Sphere
Agent Relationships
Who moved closest?
Which 3 database relationships made the most meaningful progress this cycle? Real conversations, referrals given, genuine warmth deepened, one step closer to a pre-approval. Name them.
Top 3 who moved: _______________
Who needs more time?
Who is genuinely interested in a refi or a purchase but not ready yet? These go on your soft-touch list โ a light monthly touchpoint, no ask attached. They'll come when they're ready.
Soft-touch list additions: _______________
Referrals in Progress
How many referral names did you receive this cycle? Have you followed up on all of them? A name without a follow-up is a missed opportunity.
Names received: ___ ยท Followed up: ___ ยท Still to do: ___
The Ask You Didn't Make
Who did you have a warm moment with that you never got around to asking? Decide now โ will you ask next cycle? Performer-style directness is not your default, but sometimes it's needed.
Asks I didn't make: _______________
The Surprise
Which relationship evolved in a way you didn't expect? What does that teach you about how you show up for people? Write it down.
Biggest surprise: _______________
The Relationship to Deepen
One person from this cycle deserves more of your attention next cycle. Who is it? What's one specific, meaningful gesture you'll make for them in the next 30 days?
Relationship to deepen: _______________
Which Agents Warmed Up
Which 3 agents moved from acquaintance to real relationship this cycle? Who started inviting you to coffees, replying to your stories, or thinking of you first?
Top 3 agents who warmed: _______________
Hive Invites Sent vs. Responses
You sent 5 Hive invites last week. How many responded? How many are actually exploring? The agents who engaged are the ones most likely to become real partners โ prioritize them.
Invites: ___ ยท Responses: ___ ยท Joined: ___
Referrals Given
Did you give any referrals to agents this cycle โ a buyer lead, an intro, a resource? Relationship Builders give first. How did you show up on that front?
Referrals given to agents: ___ ยท To whom: _______________
The Natural Ask That Landed
Did your "if you ever know someone who needs a lender..." ask turn into anything real with an agent? Did they remember you next time a buyer came up? That's your signal.
Natural asks made: ___ ยท Resulted in buyer intros: ___
The Coffee You Never Had
Which agent did you mean to have coffee with this cycle but never got around to? They're on the Initiate list for next cycle. Write the name.
Agents to meet with next cycle: _______________
The Agent to Invest In
One agent from this cycle is worth 5x the attention of the others โ the chemistry is real, the business is there, and the relationship is growing. Name them. Plan for them.
Agent to invest in next cycle: _______________
Evolve โ Tend What's Growing
Your evolution as a Relationship Builder is about depth, not volume. This week you set up the conditions for long-term trust to pay off โ on both sides of the house.
Your dual soft-touch list
Database not-yets โ every homeowner or past client who isn't ready yet goes on a monthly no-ask touchpoint. A local tip. A check-in. A handwritten note. Light presence, long-term trust.
Agent not-yets โ every agent who said "let's stay in touch" gets a monthly touchpoint too. A share of their listing. A congrats on a closing. A helpful market piece. Set up both cadences today so they don't fall through.
Agent not-yets โ every agent who said "let's stay in touch" gets a monthly touchpoint too. A share of their listing. A congrats on a closing. A helpful market piece. Set up both cadences today so they don't fall through.
Follow up every referral name
Anyone who gave you a referral name this cycle deserves two follow-ups this week: one to the person you were introduced to, and one back to the person who gave you the name. "I reached out to [Name] โ thank you so much for thinking of me." That loop closes relationships and opens the next referral.
One agent to deepen with โ specifically
Pick one agent from this cycle and plan one specific, meaningful gesture for the next 30 days. Not a business ask โ something genuine. A book. A client gift for their buyer. An introduction to someone in their world. Relationship Builder LOs earn preferred lender status through gestures, not pitches.
Send 3 thank-you messages
No ask. Just: "I really valued our conversation this month โ thank you for giving me your time." Three people โ ideally a mix of agents and database. Pure gratitude. People remember who thanked them โ and they refer those people first.
This Week's Marketing
End-of-cycle content that reflects who you are: warm, real, and genuinely interested in people. Check off each piece as you post it.
๐ธ Posts
POST 1 โ A "thank you to my people" post โ month in review, with real appreciation for agents and clients
POST 2 โ A client story or celebration (with permission) โ the human side of a closing
POST 3 โ "Why I love working with [agent type/market]" ยท specific, personal, warm
๐ฑ Stories
Share 3 agent partners' content this week with a genuine tag and reason
Post a behind-the-scenes moment โ lunch with an agent, a closing table photo, a real moment
๐ฌ Videos
VIDEO 1 โ A voice-memo-style video: "Just reflecting on this month โ here's what I'm grateful for"
VIDEO 2 โ "Why I became a lender" ยท personal, short, unscripted
VIDEO 3 โ Send a personal voice memo to your top 3 agent partners this week
Your Weekly Checklist
Intentional and unhurried. Honor the work you did and set up what comes next.
Evaluate
Mapped every relationship โ moved, soft-touch, or exit
Followed up on every referral name received this cycle
Identified the ask I didn't make โ and decided what to do about it
Named the agent relationship I want to invest more in next cycle
๐ Checked in with every agent I sent a Hive invite to last week
Evolve
Dual soft-touch list built โ database and agents โ with next contact dates
Sent 3 pure appreciation messages โ at least 1 to an agent
Planned one specific gesture for the agent I want to deepen with
Thanked everyone who gave me a referral name this cycle
Notes & reminders
Win the week
Every relationship mapped. Referrals followed up. Soft-touch list alive for both audiences. You didn't just build connections this cycle โ you built the foundation for referrals and preferred lender relationships that will come for years.
The Trusted Advisor ยท Hive Lender ยท Evaluate & Evolve
Last week you closed the loop.
This week you document what you built.
This week you document what you built.
"Trusted Advisors don't just work their system โ they refine it. This week you look at what your top-10s produced, tighten the touch cadence, and make the whole machine stronger."
Carried in from Nurture
Introductions made by name ยท Preferred lender conversations had ยท Handwritten notes sent ยท In-person meetings run
This week
EVALUATE & EVOLVE
What you leave with
An updated top-10 database and top-10 agent list ยท A refined monthly touch system ยท A stronger referral pipeline
Your job this week โ one thing
Update your two top-10 lists with the outcomes of this cycle. Who stayed? Who earned a spot? Who needs to move to monthly nurture? A list that isn't reviewed stops being a list and starts being a pile of names.
What Evaluate & Evolve means for The Trusted Advisor LO
Your power comes from two small, curated lists โ your top-10 database contacts and your top-10 agent partners. This week you trim, refresh, and strengthen both. You also document what's working โ which touches produced conversations, which conversations produced asks, which asks produced pre-approvals, referrals, and preferred lender commitments. That documentation IS your system.
Win the week
Both top-10 lists updated. Monthly touch cadence set for next cycle. Every open referral and preferred lender conversation has a logged next step. Your system is stronger than it was 7 weeks ago.
Monthly goal
Leave this month with refreshed top-10 lists on both sides, at least 1 active pre-approval or buyer referral in motion from the cycle, and a monthly touch cadence that runs without you having to think about it.
The Trusted Advisor's Daily Flow
Documentation and refinement this week โ turning 7 weeks of relationship work into a system that runs next month without starting from scratch.
Fixed โ every day, every week
โ
Respond
Clear every message before you start. Your responsiveness is part of your brand โ it doesn't take a week off.
โก
Connect
One real person โ ideally someone from your top-10's extended network. Quality contacts, one per day.
This week โ one Hive follow-through
๐
Follow up your Hive invites โ personally
You sent 5 personal Hive invites last week, each with a specific reason. This week you follow up with each one, referencing the original reason. "Hey [Name] โ I sent you my Hive link because [specific reason]. Did you get a chance to look? No rush โ just wanted to circle back." Trusted Advisor follow-through is what makes the invite land.
The invite was personal. The follow-up proves it wasn't a mass message.
This week only โ Evaluate & Evolve (Trusted Advisor)
โข
Update both top-10 lists
Database top-10: review with fresh eyes. Who stayed? Who moved to monthly nurture? Who earned a spot based on this cycle? Agent top-10: same review. A top-10 that never changes isn't a strategy โ it's inertia.
The quality of your lists determines the quality of your pipeline. Update them like they matter โ because they do.
โฃ
Document what worked
For each person in both top-10s, note what produced the most engagement: handwritten note, pop-by, call, event, co-marketing piece. Build the best-performing touches into your standard approach for next cycle. Write it in your CRM โ don't rely on memory.
โค
Set your monthly touch cadence
Map your next 30 days of top-10 touches right now โ for both lists. Who gets a call, a note, a pop-by, a market update, an event invite. Block the time. Put the names on the calendar. This is the work that separates consistent LOs from streaky ones.
Weekly Reset โ Friday (30 min)
ยท Are both top-10 lists updated and current?
ยท Are next month's touches mapped on the calendar โ database and agents?
ยท Is every active referral or preferred lender conversation logged with a next step?
ยท What's the one touch format that produced the most business this cycle?
ยท Did you follow up personally on each Hive invite you sent?
ยท Are next month's touches mapped on the calendar โ database and agents?
ยท Is every active referral or preferred lender conversation logged with a next step?
ยท What's the one touch format that produced the most business this cycle?
ยท Did you follow up personally on each Hive invite you sent?
Evaluate โ Review Your Top-10 System
The Trusted Advisor's debrief is about the system โ not just the results. What did your top-10s produce and how do you make them stronger?
Database Top-10
Agent Top-10
The Touch That Produced
Which touch type โ handwritten note, pop-by, call, or event โ produced the most real conversations this cycle? Make that your primary touch next cycle.
Most productive touch type: _______________
The Top-10 Audit
Who's actively in conversation with you? Who hasn't engaged in 3 cycles? Move stagnant names to monthly nurture and bring in fresh relationships who've shown real warmth.
Moving to nurture: ___ ยท New additions: ___
Referrals from Top-10
How many referral introductions came from your database top-10 this cycle? What triggered them? Document the pattern โ it's your most repeatable income source.
Referrals: ___ ยท What triggered them: _______________
The Ask That Landed
Which ask โ specific intro, pre-approval close, equity conversation โ got the best response from your top-10? Use that framing first next cycle.
Best-received ask: _______________
The Relationship You Neglected
Who in your top-10 didn't get as consistent a touch as you planned? What got in the way? That's the gap to close next cycle โ not with guilt, but with a better system.
Under-nurtured: _______________
Open Pre-Approvals
Who from this cycle is still in an active pre-approval or equity conversation? Every one needs a logged next step and a specific date.
Open conversations: ___ ยท All have next steps? Y/N
Preferred Lender Progress
How many agent top-10 relationships moved closer to preferred lender status this cycle? Which ones had the direct conversation? Which ones committed to "let's try it on the next deal"?
PL conversations: ___ ยท Yeses: ___
Buyer Introductions
How many buyer intros came from your agent top-10 this cycle? Which agents are sending you business consistently? Those are your gold.
Buyer intros: ___ ยท From: _______________
Co-Marketing Executed
Did any of the co-marketing commitments from this cycle actually happen? What worked about them? What didn't? Document so next cycle's co-marketing is tighter.
Co-marketing events completed: ___
Hive Invite Conversion
You sent 5 personal Hive invites last week. How many of those agents engaged or joined? The agents who said yes are your highest-potential long-term partners.
Invites: ___ ยท Engaged: ___ ยท Joined: ___
The Agent Top-10 Audit
Is every name on your agent top-10 still earning their spot? Who's sending business? Who's gone quiet? Who deserves a promotion from second-tier to top-10?
Moving to nurture: ___ ยท New additions: ___
The Standing Monthly Call
Did you lock in any standing monthly calls with agent partners this cycle? If yes โ honor them. If no โ that's the move for next cycle's Initiate week.
Standing calls scheduled: ___ ยท With: _______________
Evolve โ Strengthen Your System
The Trusted Advisor evolves by refining the lists, documenting the patterns, and building a touch cadence that compounds over time.
Refresh both top-10 lists
Your top-10 lists are living documents, not permanent fixtures. Review every name: is this still one of my 10 highest-potential relationships โ on the database side and on the agent side? If not, who earns that spot? Update both today. Stale lists produce stale results.
Map next month's touches โ both sides
For each person on your updated top-10s, plan one specific touch for the next 30 days. Database: a call, a pop-by, a handwritten note, an event invite. Agents: a buyer lead, a market piece, a co-marketing check-in, a referral. Write it in your CRM and block the time. The touch cadence is the business โ protect it like revenue.
Document your most effective system
Write one paragraph describing your personal relationship system: how often you touch your top-10s, what formats work best, what triggers a pop-by vs. a call vs. a note, and how you handle agents differently from database contacts. This becomes your operating manual โ so next cycle starts from strength, not scratch.
Close the open referral loops
For every referral introduction this cycle: have you followed up with the person you were introduced to? Have you thanked the person who made the introduction? Both loops need to close this week โ they're the foundation of your next round of referrals.
This Week's Marketing
End-of-cycle content that reinforces your consistency and quiet expertise. Check off each piece as you post it.
๐ธ Posts
POST 1 โ "Here's what this month taught me" ยท personal, quiet authority, a lesson learned
POST 2 โ Celebrate an agent partner's closing (with permission) โ put them in the spotlight
POST 3 โ "The one question I wish every homeowner asked me" ยท educational, relationship-first
๐ฑ Stories
Share a top-10 agent's content with a personal story about the relationship
Post behind-the-scenes: writing handwritten notes, prepping for a meeting, a pop-by
๐ฌ Videos
VIDEO 1 โ "What I love about this work" ยท short, personal, not about rates
VIDEO 2 โ "Here's what homeowners should be thinking about right now" ยท calm, authoritative
VIDEO 3 โ Send a personal video message to each person in your database top-10 this month
Your Weekly Checklist
System-focused and intentional. Build the machine, not just run it.
Evaluate
Reviewed every database top-10 name โ stays, moves to nurture, or exits
Reviewed every agent top-10 name โ stays, moves to nurture, or exits
Documented the touch type that produced the most conversations
Counted referrals and preferred lender commitments from the cycle
Every open conversation has a logged next step and date
๐ Personally followed up on every Hive invite I sent last week
Evolve
Both top-10 lists refreshed and updated in CRM
Next 30 days of database touches mapped and on the calendar
Next 30 days of agent touches mapped and on the calendar
Wrote my one-paragraph personal relationship system
Closed all open referral loops โ followed up and said thank you
Notes & reminders
Win the week
Both top-10s updated. Next month mapped. System documented. You didn't just work hard this cycle โ you built something that will produce results without starting from zero next time.
The Market Authority ยท Hive Lender ยท Evaluate & Evolve
Last week the data closed.
This week the data teaches.
This week the data teaches.
"Your market knowledge is only as powerful as your ability to learn from it. This week you analyze what converted, double down on what worked, and sharpen the machine for next cycle."
Carried in from Nurture
Consultations completed ยท Pre-approvals started ยท Co-marketing commitments locked ยท Not-yets with data points
This week
EVALUATE & EVOLVE
What you leave with
A content analysis ยท A sharpened consultation close ยท A market update drip ยท A stronger authority presence
Your job this week โ one thing
Analyze what converted. Which market content drove the most DMs? Which consultation format got the most yeses? Which rate data point made people lean in? The Market Authority who knows their own conversion patterns becomes exponentially more effective next cycle.
What Evaluate & Evolve means for The Market Authority LO
You produce a lot of content and have a lot of market conversations. Not all of them convert equally. This week you figure out which ones did โ and why. Then you build more of what worked, cut what didn't, and go into next cycle with a sharper content strategy, a tighter consultation close, and a market update drip that keeps every "not yet" warm until they're ready.
Win the week
Content analysis complete. Best-converting insight identified. Consultation close refined. Market update drip built for every "not yet." You're going into May smarter than you came in.
Monthly goal
Leave this month with at least 1 signed pre-approval or refi from a consultation, 1 locked co-marketing event with an agent partner, and a clear picture of which market content drives the most qualified conversations โ so you can do more of it.
The Market Authority's Daily Flow
Analysis and refinement this week. Your market content keeps running โ but the focus shifts to learning from what it produced.
Fixed โ every day, every week
โ
Respond
Clear every message and rate question same day. Your credibility is built on being the fastest, most knowledgeable person in the room โ including in your DMs.
โก
Connect
Add one person who engages with market content. Prioritize homeowners, active buyers, and agents who follow your data-forward posts.
This week โ one Hive follow-through
๐
Follow up Hive invites โ market authority frame
You sent 5 Hive invites last week using the market authority frame. This week you follow up: "Hey [Name] โ did you get a chance to check out The Hive? I sent it your way because of how you think about your market. Would love to hear what you thought." Close the loop on every invite.
Data opened the door. Follow-up walks it through.
This week only โ Evaluate & Evolve (Market Authority)
โข
Analyze your content conversion
Which post, reel, or market update drove the most DM conversations this cycle? Pull the actual metrics. The content that generates replies and bookings is the content to double down on next cycle.
Data doesn't lie. Let it tell you what to do more of.
โฃ
Refine your consultation close
What happened in the consultations that converted vs. the ones that didn't? Was it the data you led with? The way you framed the ask? The specific recommendation? Write down what worked and build it into your standard close for next cycle.
โค
Follow up your open consultations
Anyone who said "not yet" gets a market update this week โ no ask, just useful data. "I wanted to share a quick update on [neighborhood / rate movement] since we talked โ thought you'd find it useful." Stay top of mind without reopening the ask.
Weekly Reset โ Friday (20 min)
ยท Which content piece drove the most qualified conversations this cycle?
ยท What is your consultation-to-close rate? Write the actual number.
ยท Are all "not yet" consultations on a market update drip with a date?
ยท Did you follow up on every Hive invite you sent?
ยท What's the one market insight you'll lead with next cycle?
ยท What is your consultation-to-close rate? Write the actual number.
ยท Are all "not yet" consultations on a market update drip with a date?
ยท Did you follow up on every Hive invite you sent?
ยท What's the one market insight you'll lead with next cycle?
Evaluate โ Analyze What Converted
The Market Authority's debrief is data-driven. What worked, what converted, and what do the numbers actually say?
Database & Sphere
Agent Relationships
Content โ Conversation Rate
Which content piece drove the most DMs or replies this cycle? That's your highest-value format. Do more of it next cycle.
Best-converting content: _______________
Consultation โ Close Rate
How many consultations completed? How many resulted in a pre-approval or committed yes? Know your close rate so you can improve it.
Consultations: ___ ยท Closed: ___ ยท Rate: ___%
The Data Point That Landed
Which specific market stat made people lean in during consultations? Rate shift? Equity number? Payment picture? Lead with it next cycle.
Most impactful data point: _______________
Event ROI
If you hosted a Spring Market event or briefing: how many attended, how many followed up, how many became consultations? Know the ROI before you repeat it.
Attendees: ___ ยท Follow-ups: ___ ยท Consultations: ___
Open "Not Yets"
Who said "not yet" with real potential? Every one goes on your market update drip โ useful data that keeps you credible and top of mind until they're ready.
On drip list: ___ ยท Estimated timeline: ___
The Near-Miss
Which consultation came closest to a yes but didn't close? What would you do differently? The near-miss is often more valuable than the close.
Near-miss: ___ ยท What I'd change: _______________
Co-Marketing Commitments
How many agents locked in a co-marketing date this cycle? How many were "maybes" that never converted to a date? The ones that locked are your bench for next cycle.
Locked dates: ___ ยท Maybes still pending: ___
Buyer Pipeline from Agents
How many buyer introductions came from agent partners this cycle? Which agents sent them? That's your top-tier agent list going into May.
Buyer intros: ___ ยท Top-sending agents: _______________
Hive Invite Conversion
You used the market authority frame on 5 Hive invites. How many engaged? Data-forward agents are your natural partners โ prioritize the ones who responded.
Invites: ___ ยท Engaged: ___ ยท Joined: ___
Standing Data Calls
Did you propose any monthly standing calls to agent partners? Did any say yes? Those are the relationships that compound โ they become preferred lender relationships over time.
Proposed: ___ ยท Confirmed: ___
Data Partnership Asks
Did any agents accept your offer to send monthly market updates for their farm area? That's ongoing co-branded value โ the exact thing that keeps you top of mind as a preferred lender.
Data partnerships active: ___ ยท With: _______________
The Agent You Underinvested In
Which agent on your list should have gotten more attention this cycle? That's your top priority for next cycle's Initiate week.
Agent to prioritize: _______________
Evolve โ Sharpen the Machine
The Market Authority evolves by building a smarter content system, a tighter close, and a drip that keeps warm leads warm until they're ready.
Double down on what converted
Based on your content analysis, identify the one format that drove the most qualified conversations. Make it your primary content format for the next 30 days. Stop spreading thin. Go deep on what works.
Refine your consultation close
Write down the exact close you'll use in every consultation next cycle โ the data you'll lead with, the recommendation you'll make, and the specific sentence you'll say to ask for the pre-approval. Rehearse it. Know it cold. A prepared close gets used. An unprepared one gets softened in the room.
Build your market update drip
Every "not yet" from this cycle goes on a market update drip โ a once-a-month useful data point sent personally. Not a newsletter. A text or DM: "Quick update on [neighborhood / rate] โ thought you'd want to see this." Set it up in your CRM today so it runs without you having to remember. Do this for agent not-yets too โ monthly market snapshots for their farm area.
Plan next cycle's anchor content
What's the one piece of market content that will anchor your next cycle? A mid-year rate outlook? A neighborhood equity report? A buyer demand analysis? Decide now, block the time to create it, and make it the centerpiece of your next Initiate week โ the thing your consultations and agent meetings are built around.
This Week's Marketing
End-of-cycle content that reinforces your market authority. Lead with the data, frame the takeaway, anchor the next move. Check off each piece as you post it.
๐ธ Posts
POST 1 โ Month-in-review market recap: rates, inventory, what changed, what it means
POST 2 โ "3 things buyers are asking me this month" ยท data-backed, specific to your market
POST 3 โ A neighborhood or farm area snapshot ยท co-brand with an agent partner
๐ฑ Stories
Share daily rate snapshots or market stats with quick commentary
Repost an agent partner's listing with a "buying power at this price" overlay
๐ฌ Videos
VIDEO 1 โ 60-second month-in-review rate update: "Here's what moved this month and what's next"
VIDEO 2 โ "The one stat every homeowner should know right now" ยท data-forward, authoritative
VIDEO 3 โ Send a personalized market-update video to each person in your pipeline this week
Your Weekly Checklist
Analytical and forward-focused. Learn from the cycle and build the next one smarter.
Evaluate
Identified the content piece that drove the most qualified conversations
Calculated my consultation-to-close rate for the cycle
Named the data point that made people lean in most
Every open consultation has a next step and a date
Counted co-marketing commitments and buyer intros from agent partners
๐ Followed up on every Hive invite I sent last week
Evolve
Committed to doubling down on my best-converting content format
Wrote and rehearsed my refined consultation close
Set up market update drip for all "not yet" consultations
Set up market update drip for all agent "not yet" partners
Decided on anchor content for next cycle
Notes & data points
Win the week
Content analyzed. Close refined. Drip built for both audiences. Anchor content planned. You didn't just produce data this cycle โ you learned from it. That's what makes you better every time.
