Coaching
Plan the Work Behind a 20-Deal Goal
By Khai Tran · · 6 min read
Use your recent activity and available time to build a plan around a transaction goal. Review the pipeline each week and revise the assumptions as you learn.
Plan the Work Behind a 20-Deal Goal
A yearly transaction goal needs an activity plan you can fit into your week. Start with your recent results and available time. The 20-deal target here is an example to plan around, not a promise of what the plan will produce.
1. Start With a Quiet Audit
Before you aim for 20 deals, you need to understand the inputs that actually move your business.
What to Audit
- Your current pipeline
- Your weekly availability
- Which prospecting activities actually feel sustainable for you
- Your follow-up habits
- Your energy patterns (when you do your best work)
Quick Self-Check
Ask yourself: “If I had to build a 20-deal year using only my strengths, what would I double down on?” This becomes your operating baseline.
2. Break the 20-Deal Goal into Monthly Wins
Work backward from your own results. Record how many conversations led to appointments, how many appointments became clients and how many transactions closed. If you do not have that history yet, begin tracking it and label any planning assumptions clearly.
Twenty deals over a year is about 1.7 a month on average. Actual closings will vary; do not assume a fixed number of conversations will produce two deals each month.
3. Adopt the “Three Quiet Channels” Prospecting Plan
Introverted agents thrive when their marketing does the heavy lifting.
Quiet Channel #1: Value-Driven Social Posts
Three posts/week:
- Micro breakdowns of local data
- Quick client lessons
- Short story posts about current market shifts
Quiet Channel #2: Personal DM Outreach
Not cold DMs. Warm touchpoints.
- People who viewed your stories
- Past clients
- Local contacts
Quiet Channel #3: Simple Email Newsletter
One email/week with:
- A short market insight
- A client story
- A call to reply with questions
These channels build trust before you ever get on the phone.
4. Use the “2-Hour Deep Work” System
You don’t need 8 hours/day of outbound effort. You need two hours of focused, intentional work.
Daily Breakdown
First 30 min: Pipeline review and follow-ups Next 60 min: Outreach through your chosen channel Final 30 min: Preparing tomorrow’s task list
Try the schedule for a few weeks, track the work completed and adjust it to your actual client load.
5. Build Your Introvert-Friendly Weekly Flow
The goal isn’t to become more extroverted, it’s to design a system that respects your energy.
Weekly Layout
Monday: Prep content + check pipeline Tuesday: Outreach + showing prep Wednesday: Follow-up + social posts Thursday: Negotiations + client service Friday: Wrap-up + next-week planning
This keeps your brain in one gear at a time.
6. Use This 3-Message DM Sequence to Start Conversations
Here’s an example script you can copy and paste, no pressure and no awkwardness.
DM Script
Message 1: “Hey [Name], saw you engaging with my posts hope your year’s off to a good start. Let me know if you ever want clarity on the market.”
Message 2 (2, 3 days later): “Quick question: are you staying in your place long-term, or thinking about making a move in the next year or two?”
Message 3 (Based on reply): “Totally makes sense. If you ever want a simple plan based on your neighbourhood and timeline, I can map it out without any commitment.”
This sequence works because it’s calm, curious, and helpful, ideal for introverts.
7. Turn Every Conversation into a Follow-Up System
Deals grow from structured follow-up, not one-off chats.
How to Categorize Leads
- A Leads: Actively searching → Weekly check-in
- B Leads: 2, 6 months out → Bi-weekly touch
- C Leads: Thinking about it → Monthly value touch
- Sphere: Relationship-building → 1, 2 touches/month
Follow-Up Tools
- Google Calendar reminders
- Trello, Notion, or a simple spreadsheet
- One “client care hour” every Friday
8. Master the Introvert Discovery Call
You don’t need to be loud. You need to structured.
10-Minute Discovery Call Outline
Minute 1, 2: Rapport + thank them for the call Minute 3, 5: Ask two key questions:
- “What’s the main change you’re hoping to make?”
- “What’s your timeline?”
Minute 6, 8: Give a short, calm summary of their situation Minute 9, 10: Next steps and expectations
Purpose: clarity > charisma.
9. Review Your Pipeline Every Friday
A weekly review helps you see what changed and which assumptions need updating.
Friday Review Checklist
- Who moved stages?
- Who needs a touchpoint?
- What deals are at risk?
- What’s the next highest-impact action?
Use the review to choose the next actions; it cannot make a yearly outcome certain.
10. Protect Your Energy or You Will Burn Out
Plan breaks and time away from work around your own needs.
Protection Habits
- Schedule “offline blocks”
- Use scripts so you don’t drain your social battery
- Build routines that reduce decision fatigue
- Take one full day off each week
Small adjustments multiply over 12 months.
Put the First Week on Your Calendar
Choose a manageable set of outreach and follow-up tasks. Record what you complete and what happens next, then use the weekly review to adjust the plan.
Download my free Introvert Discovery & DM Scripts Pack to start connecting with clients confidently.