ONE
REALTY ONE GROUP · NEW JERSEY
THE ULTIMATE WORKSHOP
ONEderful Opportunity
Tools · Systems · Lead Generation · Growth
APR 28
Freehold, NJ
APR 29
Clifton, NJ
Mark Pessin
Chief Franchisee Officer · Realty ONE Group
THE SELLING YEARS
1998
Started
17
Years Full-Time
100+
Homes / Year
Full-time agent. Top producer. Team leader. Learned this business from the ground up — in the field, every day.
THE LEADERSHIP JOURNEY
Managing Broker | Owner | Mentor | Coach
Ran & grew Realty ONE Group offices (50 agents - 350 agents)
Chief Learning Officer
International broker & agent coaching (6 years)
Waking Up to Win
Hosted national webinar series during & post-pandemic (2020 - 2024)
Chief Franchisee Officer
Supporting all ROG offices around the globe
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THEN
Hustle.
Relationships.
Manual Everything.
— Cold calls & door knocking
— Handwritten notes
— Paper farming
— Manual follow-up
— Limited automation
NOW
Automate.
Amplify.
Accelerate.
✦ Automated CRM & follow-up
✦ AI-powered lead gen
✦ Digital marketing on demand
✦ Branded client app
✦ 24/7 coaching & training
"I wish I had these tools when I was selling full time. �They would have allowed me to accomplish even more."
DISCUSSION
?
Let's start with a question for the room...
What Is
Your Job?
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THE TRUTH
Your #1 Job As a Business Owner:
GENERATE
NEW CUSTOMERS
EVERY DAY.
You are a business owner. Without a steady supply of customers, businesses fail.
Every service you provide exists to serve the customers you generate. That is the job.
MARKET
2025 Stats
71%
Agents Did Not Sell a Home
Not ONE
The challenge is real
923,000
Agents = Zero Transactions
Less than 30%
Out of 1.3 million agents
91%
of Sellers used an Agent
Small concentration
Top Producing Agents
2026 is expected to increase in sales by approximately 1-4%
How are you going to get your share?
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
MARKET
The Market Reality
4.1M+
Homes Sold in 2026
projected
Your Opportunity
5–5.5M
In a Strong Year
where we’ve been
Business gets easier
10%
Of Agents Do
90% of all the business
Every. Single. Year.
Millions of homes ARE still being sold. The question is:
Are they being sold by YOU?
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
STRATEGY
This Business Is a
Numbers Game.
1
Slower Market?
Increase your activity. Fewer homes = more conversations needed, not fewer.
2
People Still Have to Move
Regardless of rates, economy, or the job market — life happens every year.
3
You Control the Input
You can't control the market. You CAN control how many people you talk to this week.
"If fewer homes are being sold, you need MORE conversations — not fewer."
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
LEAD GENERATION
Two Paths to More Business
PAID / ONLINE LEADS
✗ Converts at only 1–3%
✗ Costs thousands per month
✗ Requires immediate & sustained follow-up
✗ Works — but expensive & competitive
✗ Most agents don't sustain it
SPHERE OF INFLUENCE
✓ Affordable — start TODAY
✓ Builds consistent, predictable income
✓ Grows stronger over time
✓ Fueled by trust, value & communication
✓ Generates referrals month after month
The only real cost of the Sphere model is your focused time and effort.
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THE CHALLENGE
The Hardest Part
Being consistent in your communication and follow-up is one of the most challenging things for us to do. The concept isn't difficult — the execution is where most people fall short.
Life Gets in the Way
→ Servicing clients takes over
→ Family & personal demands
→ No system = no consistency
→
What Gets Neglected
→ New prospect outreach
→ Sphere communication
→ Past client follow-up
→
The Consequence
→ Sphere goes cold
→ Referrals dry up
→ Income becomes unpredictable
"Real Estate is Simple but Not Easy." The formula is proven. The challenge is doing the work every day.
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THE MODEL
Everything Starts With
Your Database.
01
DATABASE
The people who know you, trust you, and might refer you.
02
CONVERSATIONS
Deals don't come from databases. They come from conversations.
03
CLOSINGS
Closings are the natural result of enough conversations with the right people.
→
→
Bigger Database → More Conversations → More Closings
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
DISCUSSION
Your Next Transaction
How many of you have contacts in your phone who should have done business with you or referred business to you by now — but haven’t?
That's not a lead problem.
That's a follow-up problem.
One of the most common reasons agents lose business they already earned.
And that's exactly what
a CRM solves.
ONE Suite, Lofty, or your CRM of choice keeps you connected to the people most likely to do business with you — and they refer others to you.
People don't refer the best agent. They refer the agent they remember.
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THE OPPORTUNITY
The Real Opportunity
The average agent has:
300–800
contacts in their phone
20–30
they actually stay in touch with
GAP
↔
Your next transaction is probably already in your phone.
Your CRM helps you stay connected to it.
You don't need thousands of contacts. You need 150–300 people who know you're their real estate agent.
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
STAY IN CONTACT
The 36 Touch System
Top agents stay in contact 36 times per year. That sounds like a lot — but it is simple.
12
Updates
12
Social
Interactions
6
Phone
Calls
4
Personal
Notes
2
Holiday Cards
36
touches
Your CRM can automate many of these — staying consistent doesn't have to mean working harder.
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THE FORD SCRIPT
How to Keep Any Conversation Going
Once you’re in a conversation, FORD keeps it warm and natural. You’re not selling. You’re connecting.
F
Family
How’s your family?
O
Occupation
How’s your job?
R
Recreation
What have you been doing for fun?
D
Dreams
What big goals or plans do you have?
People do business with people they like. FORD makes you someone they want to talk to.
ONE Tool Chest
Everything you need to thrive — already built for you. Once set up, most run automatically.
◈
ONE Suite / Lofty CRM
Pipeline management & automated follow-up
⌂
ONE App
Branded home search experience for your clients
✦
Creative Studio / ONE Design
Digital & print marketing, on demand
◎
RSP Farming
Targeted seller leads in your farm area
★
Renowned
Client testimonials and 5-star reviews
⊕
Realforce
Market listings across the web automatically
▣
ONE University
24/7 skill-building and training on demand
▲
ONE Coaching
RevUP · LevelUP · TeamUP — next-level growth
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
THE FORMULA
The Proven Formula for Success
01
ESTABLISH
YOUR VALUE
Implement the systems, tools & resources. Build your foundation so it works for you.
02
COMMUNICATE
YOUR VALUE
Connect with more people every day. Add them to your sphere. Reach out consistently.
03
PROVIDE
YOUR VALUE
Serve clients exceptionally. Generate referrals. Let the cycle build on itself.
→
→
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
COMMITMENT
Time Is Going to Pass Anyway.
Do something productive with it. Even just ONE hour per day working ON your business.
1 Month
You'll see
progress
Small wins compound
3 Months
You'll see
results
Pipeline starts to build
1 Year
You'll see a
transformation
In your business AND yourself
Invest the time, not just in your business — but in yourself.
We all have challenges — family, health, finances, relationships. They come and go. But when you commit even a small amount of time each day to building your business, the effort compounds. Time is going to pass anyway. Do something productive with it.
Work ON your business. While you work IN it.
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
The Daily
ONE Habit
One simple daily commitment that compounds into consistent, predictable business.
3 new ads + 3 calls/visits + 6 follow up notes/texts �= a full pipeline built on genuine relationships.
Every day you do this, you're planting seeds. Every day you don't, your future pipeline quietly shrinks.
The habit is simple. The discipline is the work.
ONE
HABIT
3
NEW ADS
3
CALLS or VISITS
6
NOTES or�TEXTS
COMMIT
Three Questions for You…
1
Do you believe that spending a little time each day implementing your ROG tools and systems will help create and capture more business opportunities?
2
Do you believe that connecting with more new people every day and adding them to your sphere will increase your chances of finding more sales?
3
Do you believe that communicating with your sphere more often and more consistently will generate more referrals from their friends, family, and coworkers?
If you answered YES to any of these — the only question left is:
REALTY ONE GROUP NEW JERSEY · THE ULTIMATE WORKSHOP
When Will You
Get Started?
✦ Build your foundation on VALUE — implement the systems, tools, and resources available to you
✦ Lead generate — commit to a minimum number of new customer conversations every day
✦ Communicate with your sphere — consistently, month in and month out
The agents doing 90% of the business already made the decision. Today is YOUR day.
“You have to take advantage of the opportunity of a lifetime, in the lifetime of the opportunity”
Dr. Eric Thomas
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Your ONEderful Opportunity is NOW
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Today's full slide deck
36 Touch System
The FORD framework
The Daily ONE Habit
Mark Pessin | Chief Franchisee Officer | Realty ONE Group International