The ABS Formula: Your Key To Closing Two Deals Every Week

Building on Inman’s popular newsletter for first-year agents, The Basics, February is New Agent Month. Pick up the tools, tech and tips needed to survive and thrive in 2025 as a rookie real estate agent.

Want to know the secret behind closing two deals every single week? During my time as a real estate agent, I discovered a formula that revolutionized my business and helped me close over 800 deals in eight years with just one unlicensed assistant. Today, I’m excited to share this game-changing formula with you.

The power of predictability

Let’s make 2025 the year of visualization. When you can predict your closings with confidence, it takes the pressure off and gives you complete clarity about where your business is heading. This isn’t just theory — agents across the country are using this formula right now to predict and achieve their desired number of weekly closings consistently.

Introducing the ABS Formula

So, what exactly is an ABS? It stands for Active Buyer or Seller — someone who indicates they may buy or sell a property within the next zero to six months and could potentially choose you as their agent. But here’s the key: It’s not just about identifying these prospects; it’s about understanding them deeply.

When I talk to a potential client, I always go five to 10 questions deep to understand their motivations. Why are they looking to buy or sell? What’s driving their decision? Without this deep understanding, you can’t truly help them achieve their goals.

The magic numbers

Here’s where it gets exciting. The formula is beautifully simple:

• To close one deal per week: Maintain 15-20 ABSs at all times
• To close two deals per week: Maintain 25+ ABSs at all times

During my peak years, I consistently maintained 25+ ABSs, which resulted in averaging two closings every week. Some weeks I’d close five or six deals, others just one or none, but it averaged out perfectly over time.

Managing your ABS list

The key to success is actively maintaining your ABS list. There are four main reasons to remove someone from your list:

1. They list their property with you or another agent.
2. They go under contract as a buyer (with you or another agent).
3. They explicitly tell you they’re holding off.
4. They ghost you.

Remember, removing someone from your ABS list doesn’t mean they’re gone forever — they still stay in your weekly email list. The weekly email strategy is crucial; I’ve had clients come back years later specifically because they kept receiving my weekly updates.

The 90-day lag

Here’s something crucial to understand: real estate is a 90-day lag business. The work you do today typically pays off three months from now. This is why many agents fall into the feast-or-famine cycle — they get busy closing deals and stop prospecting, then have to start from scratch when their pipeline dries up.

By maintaining your ABS numbers consistently, you break this cycle and create predictable, steady income. It’s about doing the consistent work to keep those consistent deals happening.

Practical implementation

I start every day by:

1. Reviewing my notes and creating a to-do list
2. Checking pending deals (usually 10-20 at a time)
3. Glancing at my active listings
4. Going through my ABS list

The entire process typically takes about 30 minutes, and it’s crucial for maintaining the momentum needed for consistent success.

After that, I start prospecting for new ABSs for the rest of the morning, if I don’t have any appointments.

Real success stories

This isn’t just theory — agents across the country are seeing real results. Take Robbie Baker in Knoxville, Tennessee, who maintains at least 15 ABSs and closes two to three deals per month. Or Monica Smith in Fort Walton, Florida, who just hit a $30,000 GCI month using the ABS system. Their success comes from focusing on helping people rather than just chasing commissions.

The long game

While the ABS formula is perfect for short-term success, remember to combine it with a long-term strategy. You can’t build a million-dollar business solely off leads you get in that million-dollar year. It’s about compounding relationships over time, plus the new leads you generate.

The beauty of this system lies in its simplicity and predictability. By maintaining the right number of ABSs and consistently following up, you can create a steady stream of closings that takes the guesswork out of your business. Remember, it’s not about the occasional big month — it’s about creating sustainable, predictable success that you can count on week after week, year after year.

Start implementing the ABS formula today, and within 90 days, you’ll be able to predict your closings with remarkable accuracy. Your future self will thank you for it.

Ricky Carruth is a coach, speaker and real estate expert. Connect with Ricky on Instagram and YouTube.