SC222: Phil Rotondo. How A Solo Agent Sold 409 Vacant Lots Last Year And The One Thing He Did To Bring In 85% Of His Clients

In this call, Phil talks about:

  • His unique niche of selling only vacant lots.
  • How he fell into this niche after failing miserably his first six months.
  • Small commission and small time requirement per transaction.
  • Armchair practice. He never has to leave his office for listing appointments, showings, negotiations, contracts, inspections, appraisals, or closings.
  • How he gets 85% of his clients from a simple black and white postcard.
  • Consistently generating 1.5 to 2 leads per 100 postcards mailed.
  • The secret “trick” for getting 2 more calls per mailing.
  • Why 70% of his leads list their property with him.
  • How he can sell 34 homes per month by himself.
  • Ranking #9 Individual Agent in the United States last year by Real Trends.
  • The biggest mistake agents make when they list vacant lots.
  • Profit margins, advice, and more.

Phil Rotondo SUCCESS CALL …

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Download FULL Audio Running Time: 53 minutes


Phil Rotondo is with Coldwell Banker in Melbourne, Florida. Last year, he closed 409 transactions with a total sales volume of 9 million. His average sales price was 22 thousand of which 30% were buyers and 70% were sellers.

Phil is a solo agent with ZERO assistants. He has been an agent for 18 years.



2020 Stats:

  • 409 closings
  • 9 million sales volume
  • solo agent without an assistant (lone wolf)


  • vacant lots
  • repeat & referrals
  • past clients
  • sphere of influence