What is a shark week, and how can it level up your real estate game? I get this question a lot because people want to know what a high-performance and structured schedule looks like. The truth is most realtors come in without a plan. They just wait for leads and hope business comes their way. That’s not how I do it.

A Shark Week is all about structure, focus, and taking control. It’s never just waiting for business to happen. Let me share how I run my week and why it works.

Monday: Calling clients from the executive list. I start my week knowing exactly who to call. I reach out to 15 to 20 top contacts. They are business professionals who consistently send me six to eight referrals a year. They are well-connected, and every time we talk, I ask for business. If I don’t ask, I’m leaving opportunities on the table.

Tuesday: Doing update calls. Many realtors think they should only call clients when there’s an update, but that’s a big mistake. Every Tuesday, I check in with clients to keep them informed, discuss any needed changes like pricing or marketing, and always ask for a referral. Even during tough conversations, like a price reduction, I still ask, “Who do you know that’s looking to buy or sell in the next 30 to 60 days?”

“A Shark Week is all about structure, focus, and taking control. It’s never just waiting for business to happen.”

Wednesday: Calling hot leads & referrals. I follow up with all my hot leads and referrals by midweek. Many realtors get busy with appointments and let these slip through the cracks, only to find their leads working with someone else. Not me! I stay on top of my list every week to keep my pipeline warm and my clients engaged—whether it’s scheduling a showing, setting a listing appointment, or simply keeping them informed.

Thursday: Checking in on loyal clients. If you have clients who love you, use that to your advantage. Every Thursday, I call 15 to 20 of my biggest supporters and the ones who would rave about me to anyone. I check in, show appreciation, and always ask for a referral. I keep it fun, too, sometimes by telling them about office competitions with a dinner reward for the most referrals.

Friday: Calling the shark list. This list consists of key players who own multiple commercial properties, top investors, and professionals who can send at least 12 referrals a year. If each one sends me even just one referral a month, I’m making serious money.

This routine isn’t perfect every day, but having structure keeps everything on track. Every morning after my workout, I set aside two to three uninterrupted hours to make calls, follow up with leads, and close deals. If you follow this routine for 60 days, I guarantee you that your business will change. It can be challenging at first, so if you need any help or are looking for motivation, don’t hesitate to call me at 702-608-5723. You can also send an email to johnny@therichardson.group.com. I would love to help and see your progress.