8 Steps to Crush Your Month: The Ultimate Broker’s Monthly Plan
Are you running your business, or is your business running you?
Too many commercial real estate brokers start the month with ambition… and end it with regret.
No plan. No focus. No pipeline. Just another 30 days gone in a blur of chaos and “maybe next month.”
That ends now.
At the Massimo Group, we coach top brokers to stop reacting and start dominating—with a repeatable monthly planning system that delivers clarity, control, and commission growth.
Below are the 8 core steps of the Massimo Monthly Planner—the same system that’s helped thousands of brokers like you plan smarter, win bigger, and crush their monthly goals.
Why Monthly Planning Is Critical for CRE Brokers
Whether you’re earning $300K or eyeing your first $1M GCI year, your growth starts with clarity.
And that clarity? It doesn’t come from winging it.
It comes from a proven plan.
These 8 steps will help you:
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Target higher-quality clients
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Craft messaging that converts
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Build an actual business strategy (not just survive deal-to-deal)
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Maximize time and reduce burnout
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Get back your freedom, focus, and freakin’ life
Sound good? Let’s go.
✅ Step 1: Define Your Avatar – Your Ideal Client This Month
Who are you serving this month?
Not “everyone.” Not “whoever answers the phone.”
Your avatar is the ideal client you want to attract—by name, industry, asset class, situation. What do they want? What do they fear? Where do they hang out?
Define them deeply. That’s how you stop chasing the wrong leads and start attracting right-fit opportunities.
Step 2: Identify Their Challenges and Opportunities
Now that you know who you’re targeting, ask:
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What’s keeping them up at night?
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What shifts are happening in their market?
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What’s the ONE opportunity they’re not seeing?
When you understand their situation better than they do, you become a trusted advisor, not just another broker.
Step 3: Articulate Your Unique Value (and Be Specific!)
Generic value statements are invisible in today’s noisy market.
So here’s the question: Why should this client, with this problem, hire you?
Spell out the clear benefits they’ll receive from working with you—no fluff, no jargon, no BS.
Step 4: Craft Your Marketing Message
Once you know WHO you’re serving and HOW you help, it’s time to market.
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What’s your core message this month?
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How will you deliver it? (Digital, physical, personal?)
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What assets will you use? (Emails, mailers, LinkedIn posts, calls?)
This isn’t guesswork. This is strategy.
Use our Presence Pyramid™ to build a layered marketing plan across personal, physical, and digital channels.
Step 5: Build Your Prospecting Schedule
You can’t grow your pipeline if you’re not dialing.
Block your calendar NOW. Prospecting time is non-negotiable.
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What days will you call?
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What times?
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What materials (emails, letters, texts) will support those calls?
Remember: You command your time—or someone else will.
Step 6: Write Your Opening Statement
You’ve got them on the phone. Now what?
You’ve got 10 seconds to prove you’re worth their time.
Craft a compelling opening statement that speaks directly to their pain and hints at your solution. Don’t wing it. Write it. Test it. Refine it.
(And yes, write 3–4 versions. See which lands best.)
Step 7: Ask the Right Questions
If your opener lands, now comes the magic—the conversation.
Don’t wing this either.
What questions will you ask to:
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Discover their goals
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Uncover their pain
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Qualify their timing
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Get the meeting
Questions = currency. Use them wisely.
Step 8: Assemble the Plan & Execute
You’ve defined your avatar. You’ve built your marketing and prospecting game plan. You’ve crafted your messaging and mapped your calendar.
Now you EXECUTE.
Review the plan weekly. Track what’s working. Tweak what’s not.
Remember, this isn’t just about doing more. It’s about doing the right things consistently.
Want the Exact Tool We Give Our Coaching Clients?
Download the FREE Massimo Monthly Planner – a powerful 2-page PDF that walks you through all 8 steps. It’s the same tool our top-producing clients use to plan their month, stay focused, and crush their income goals.
👉 Click here to download the planner now
Final Thoughts from Rod
Look—most brokers are running around with no plan, reacting to whatever hits their inbox.
You’re better than that.
Every broker I’ve ever coached who broke past their income plateau started with this shift:
They stopped guessing—and started planning.
You don’t need to do more. You need to do what matters, every single month.
Let’s go crush it.
📌 Related Resources:
Bonus: Start Your Best Month Ever – Today
Ready to stop spinning your wheels and start building a high-performance CRE business?
Schedule a free strategy call with the Massimo Group today.
Let’s talk about where you are, where you want to go—and how we’ll help you get there.
