Day 3 · last 40 minutes

How to facilitate the 30-day plan

The practice sale starts at 14:30. Score it first. The plan is the last 40 minutes, from 15:20 to 16:00. Do not hand out a blank before the score. People write a clearer plan once they have just seen where they slipped.

The example is a real estate agent with one listing. Use it with a property team, and in a mixed room. You are showing the standard, not the apartment. Have her plan ready before they sit down. Tell them she is made up.

15:208 min
1. Read the result, not the form
Put Layla’s plan on the screen. Read only the day-30 result. Ask if it is a wish or a result. Wait. Then read how she sells today, and ask what she is doing that the day-30 result does not allow. You talk. They do not write yet.
“Is this a wish, or a result?”
15:284 min
2. Four rules, then stop talking
Write the four rules on the board. Read each one in a single sentence. Do not lecture. The meaning is on the next section of this page. If you explain all four at length, you will use up the writing time.
“If the week has no name in it, it is not a week.”
15:3220 min
3. They write. You walk.
Quiet writing. Read over shoulders. If a line is vague, say so quietly. Do not make a speech. If the room does not sell property, leave the apartment on the screen. They write their own deal.
“Who lives there, who pays, and who else must agree?”
15:528 min
4. One question, then the dates
Pairs. Two minutes each. The listener asks one question. They write the checker’s name and two dates: day 14 and day 30. At 16:00 they keep the page. You keep a copy. No copy, no certificate.
“What is the proof, and who checks it?”

The four rules at 15:28

These are the only rules. Read each one once, in a sentence. The notes below are for you, before the session, and for anyone who wants the plain meaning. In the room, four minutes is the whole lecture.

Rule 01
One deal
Pick one live deal. A listing, a buyer, or an account. Not the whole month, and not a list of good intentions.
A long list feels busy and changes nothing. One deal gets a real conversation.
Send it back. “My three hottest listings.”
Keep it. “The 3-bedroom in Lusail Marina. Exclusive. Day 38.”
The test. You can point to it with one finger. If the sentence needs a comma, it is too many.
Rule 02
Day 30 is something you can check
The last day is a number, or a meeting with a name and a date. A price on an offer. A reprice the owner signs. A person who will be in the room.
“Follow up better” can be true and still hide. A number or a name cannot.
Send it back. “More leads.” “Be more consultative.”
Keep it. “A written offer at or above QAR 2,720,000, from a buyer whose payer is named.”
The test. Someone who was not in the room could check it on day 30 without asking what you meant.
Rule 03
Every week has three lines
Who you will talk to. What you will prepare before you walk in. What you can show afterward, so the week actually happened.
A week that is only a hope has nothing to look at on day 14.
Send it back. “Follow up with the owner.”
Keep it. “Meet the owner and his brother, four questions written down. He initials a half-page the same day.”
The test. If the meeting is cancelled, there is still a page, a diary date, or a note.
Rule 04
One thing to stop, and a person who checks
Quit one habit. Not five. Then name a person, not “the team,” and two dates: day 14 and day 30. They do not redo the course. They ask whether the proof happened.
Without a stop, the old habit runs the month. Without a named person, the page stays in the bag.
Send it back. “I’ll be more disciplined.” Checker: “my manager,” and no date.
Keep it. “I stop naming a discount before he says what the money is for. Rami checks on day 14 and day 30.”
The test. You could text that person today, and they would know what to look at.

If a property seller stalls

Who lives there, and who pays?
What did the refused offer teach you?
If the owner opens the listing tomorrow, what will you do?
What must not go into an AI draft?

Send these back

More portal leads
Which buyer, and who else must agree.
Another open house
Who has to be there.
I’ll send the floor plan
Not until you know who decides.
A second property shows up in week 3
Cross it out. One deal.
Prices taken from other asking prices
Use sales that have already closed.

A finished page · so you can see one

Layla Nasser

Sales consultant, residential sales, Doha. Six years.

Made-up example. Layla is not a real client. The prices are part of the story, not a report on Lusail.

The one deal: One exclusive. A 3-bedroom apartment, Lusail Marina. Day 38.
Asking: QAR 2,850,000
Not on this page: Her two buyer mandates. They wait.

How she sells it today

The owner counts viewings. Four of the last five visitors could not buy. Layla has been walking the maid’s room, a sea glimpse, and the furniture, then suggesting a lower price in the car. He refused an offer of QAR 2,650,000. His brother says another agency will get QAR 3,000,000.

What done looks like on day 30

Either a written offer at or above QAR 2,720,000 from a buyer who has been told the service charge, and whose payer is named, or a written instruction from the owner to reprice to QAR 2,720,000 and keep the exclusive for 30 more days.

Not more portal leads.

Who decides

The ownerDecidesHe does not want to look as if he gave the apartment away. He has not said what cash he needs at the end.
His brotherBlocksHe is guessing from asking prices, and from a promise that another agency will get QAR 3,000,000. He has not seen a closed sale.
The wifeWill live thereShe has already visited. She is not the person who transfers the money.
The husbandPaysHe is named. He has not sat down with Layla.
The husband’s fatherMust agreeNothing is signed before he agrees. He has not visited.

The four weeks

Week 1. Listen. Do not pitch.
Conversation
A meeting with the owner. The brother is invited. No brochure on the table.
Before it
Four questions written down before she goes: why he is selling and by when; the cash he needs and the date; what the next buyer has to be; what the money is for.
Proof
A half-page the owner initials the same day, and a CRM note before she leaves the building.
Week 2. Say the value in his words.
Conversation
The brother is in the room again.
Before it
Three sales that have closed, not asking prices. The service charge per month. One short paragraph on what the refused offer of QAR 2,650,000 actually was.
Proof
That one page, sent to the owner and the brother. No floor plan attached.
Week 3. The price conversation. Limits first.
Conversation
The owner, alone if she can get it.
Before it
Written before she walks in: she will not invent a buyer; she will not go under QAR 2,720,000 unless a signed offer is on the table; if he opens the listing, she keeps the relationship and does not attack the other agency.
Proof
A next step with a name and a date. Either the father visits, or the owner signs the new price. “Let me think,” with no date, does not count.
Week 4. A forecast she would sign.
Conversation
One referral, asked out loud, of the owner or of a buyer she closed in the last year.
Before it
This listing goes on the forecast only if the person who pays has visited. Her other work stays off this page.
Proof
The forecast line updated, and the sentence she used for the ask written down.

What she will stop

Naming a discount before the owner has said what the money is for.

Where AI stops

She may use a tool to tighten a viewing note. She may not type his minimum, the reason he is selling, or the buyer’s family details into it.

Who checks

Rami, her sales manager. Fifteen minutes on day 14 and on day 30. He asks only whether the proof happened.

Ahmad A. Khan keeps a copy with the certificate papers. Layla keeps the original.

How to facilitate the 30-day plan

1. Read the result, not the form

2. Four rules, then stop talking

3. They write. You walk.

4. One question, then the dates

The four rules at 15:28

One deal

Day 30 is something you can check

Every week has three lines

One thing to stop, and a person who checks