SC210: Michael Perna. How He Sold 183 Homes In One Year As A Solo Agent. Expired Listing Script That Results In Appointment 30% Of Time. Geographic Farm Power Postcard.

In this call, Michael talks about:

  • Only selling 3 homes his first 12 months.
  • Being an average agent selling 12 to 15 homes for several years.
  • Discovering door knock prospecting and listing 42 expired homes in 5 months including his approach, script, and success ratios.
  • Selling 183 homes in one year as a solo agent with one administrative assistant.
  • Building a team based on the 4 pillars of lead generation.
  • The 3 prong approach that doubled his production.
  • Dominating his geographic farm that resulted in 120 closings last year including how to select a farm, what to mail, and why it works.
  • Why he’s had 9 coaches in his career and believes the investment has returned his highest ROI.
  • His realistic communication guarantee.
  • Team dynamics, compensation, profit margins, and more.

Michael Perna SUCCESS CALL …

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Download FULL Audio Running Time: 67 minutes



Michael (Mike) Perna is with Keller Williams in Novi, Michigan (Metro Detroit). Last year, he and his team (The Perna Team) closed 601 transactions with a total sales volume of 119 million. His average sales price was 198 thousand of which 45% were buyers and 55% were sellers.

Michael leads a team with 46 members. He has been an agent for 19 years.

2019 Stats:

  • 601 closings
  • 119 million sales volume
  • 48 member group:
    • 21 agents
    • 4 inside sales agents
    • 3 closing coordinators
    • 12 virtual assistants
    • 4 photographers-runners
    • 1 launch coach
    • 1 director of sales
    • 1 director of operations
    • 1 team leader


  • expired listings
  • geographic farming
  • repeat & referrals
  • past clients
  • sphere of influence