From 2 Deals in 2 Years to 8 Deals in a Month: Big Mike's Turnaround

An agent on our team, Big Mike, closed 2 deals in his first 2 years in real estate. Three years later, he hit ICON status, eXp's top production and cultural award, closing 32 to 35 transactions in a single year. He just had a month where he closed 8 deals. The gap between those numbers isn't luck or a market shift. It's a specific, repeatable change in how he defined marketing and how he held himself accountable to it.

If you want to hear Big Mike tell this story in his own words, watch the full interview here.

The First 2 Years Were Genuinely Rough

Big Mike's first sale didn't come until his first full year in the business was already over. His second didn't close until nearly 2 years in. That's not a story he tells for sympathy, it's the part most successful agents leave out entirely. He wasn't failing because he didn't understand real estate. He describes it plainly: for a long time, he questioned whether anyone would even want to use him, whether he was worth the money he was trying to make. That kind of self-doubt, not a lack of market knowledge, was the actual obstacle.

Where the Discipline Actually Started

The posting habit that eventually became his whole marketing approach didn't start as a business decision. It started as a personal one. Big Mike had let his weight climb to 376 pounds and knew something had to change, so he committed to 75 Hard, the daily discipline program built around consistency with no days off. He's since brought his weight down to 245. The posting habit came directly out of that same period: once he was holding himself to that level of daily discipline in one area of his life, showing up consistently on social media stopped feeling optional in the other.

That's worth sitting with. The business turnaround didn't start with a new lead source or a new script. It started with proving to himself, physically, that he could hold a hard commitment every single day. The marketing consistency that came after was the same muscle, pointed at a different goal.

The Real Shift: Redefining What Marketing Means

Here's the line that changed his trajectory, in his own words: marketing is how many people know you're in the business, and how often you're reminding them. If you're not the first person they think of, you don't exist.

That's a much narrower definition than most agents use. It's not about clever content or which platform performs best. It's just 2 numbers: how many people know, and how often they're reminded. Big Mike's cadence became 3 to 5 posts a day, not because more volume is automatically better, but because the reminder has to be constant to actually register. People don't hire the agent they saw once. They hire the agent they've seen often enough that reaching out doesn't feel random.

The Diagnostic: 50 Conversations a Week

Big Mike's own benchmark for a stalled agent is blunt and specific: if you're not having at least 50 conversations a week, that's where to start. Not likes, not comments, actual conversations.

He's honest about his own numbers too. He runs 30 to 40 conversations a week on the lower end, and he points out the math most agents miss: if you're converting close to 100% of your conversations into clients, you're probably only doing 10 to 12 deals a year, because the real problem isn't your close rate, it's that you're simply not talking to enough people. A conversion rate that looks great on paper can actually be a warning sign. High conversion isn't the goal by itself. Volume of real conversations is what gives that conversion rate something to work against.

What "Communicating Well" Actually Means

One detail from Big Mike worth pulling out on its own: he didn't reinvent client service, he just did the bare minimum people actually expect and were rarely getting. He'd hear it constantly from past clients of other agents, stories of a broker who disappeared until closing day and showed up only for a photo. Big Mike's fix wasn't complicated. He listened to what clients said they wanted and did that. The bar, in his words, is set so low that basic responsiveness reads as exceptional.

Why the People He Aligned With Mattered More Than the Platform

Asked what was actually different about building his business after aligning with the right people versus his prior brokerage experiences, Big Mike didn't point to tools or splits. He pointed to people. At other brokerages, he found agents who guarded information like sharing it would cost them business. Once he aligned with the right partners, he found the opposite: people willing to actually teach how to run the business, not just how to close one deal. His words on it: it's one thing to talk about growth, it's another thing to actually be about it, and that's the difference the right alignment makes over just being surrounded by like-minded people.

The Honest Timeline

Big Mike is direct about one more thing that's easy to skip past: this took 3 years, not 3 months. He calls it a slow burn. The consistency he's known for now, the daily posting, the volume of conversations, didn't produce results immediately. It took doing the right things consistently, for long enough, before the results actually showed up, real, sustainable growth instead of a quick spike. Agents looking for a shortcut version of his story are looking for something that doesn't exist in it.

The Bottom Line

Two deals in 2 years to 8 deals in a month isn't a story about talent arriving late. It's a story about redefining marketing down to 2 measurable things, reach and frequency, holding to a real weekly conversation number instead of a vague sense of "doing enough," and being honest that sustainable growth takes years of doing the right things consistently, not weeks. Any agent stuck right now can run the same check on themselves that Big Mike ran on himself.

If any part of Big Mike's story sounds like where you're at right now, the two years of nothing, the self-doubt, wondering if the numbers ever actually turn around, that's exactly the kind of turnaround that happens when someone aligns with the right people. If you're curious what that could look like for you, that's what herdteam.com is for.