Become a Roller Coaster Tycoon
Apr 21, 2025
Become a Roller Coaster Tycoon
Why Managing Your Time Like a Pro Keeps You from Free-Falling in Real Estate
by Tony Rossitto
We’ve all heard the phrase “the real estate roller coaster.” You’re probably on it right now.
So here’s a quick refresher:
You start at the top—motivated, focused, and hungry.
You’re hitting the phones, booking showings, checking in with leads, and grinding like your commission depends on it. Because, well... it does.
And then?
You drop.
Nothing hits.
Nobody responds.
Deals stall.
Leads go dark.
Your hustle feels invisible.
Welcome to the bottom of the roller coaster. 🎢
Then the Good News Kicks In
You stick with it, and eventually, the tide turns.
Conversations pick up.
Showings turn into offers.
Offers turn into contracts.
Boom—you're back on the rise.
But then… you stop.
Not everything. Just the prospecting.
Why? Because you're knee-deep in right-now money—managing contracts, chasing signatures, scheduling appraisals. You’re doing the thing you worked so hard to land.
And without even realizing it, you’ve taken your eyes off the future money.
You Lost Momentum—and Now the Peak Is Lower
Here’s the painful part: When the contracts close and your paycheck clears… you’re back at the bottom.
Except this time?
The peak isn’t as high.
The ride wasn’t as long.
And it’ll take even more effort to get back up there.
That’s because you neglected your pipeline.
You ignored the leads who didn’t convert right away.
You hit pause on the engine that drives your business—prospecting.
So here’s the truth:
"The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days."
– Jeb Blount
Miss a day? You’ll feel it.
Miss a week? Your income drops.
Miss a month? Say hello to panic and empty pipelines.
Your Contracts Should Work for You—Not the Other Way Around
Contracts are intense. Even with a TC or admin team, they demand attention, precision, and follow-up. But here’s the thing...
🗣️ This is YOUR business.
So manage it your way.
Let’s talk strategy:
🧠 Tony's Time-Saving Rules for Staying Off the Coaster
1. Set Your “Office Hours”
My boundaries?
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Nothing before 9-ish or after 5-ish.
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Weekends? By appointment only.
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Showings? One solid window in the afternoon—everybody fits in there.
Rules are made to be broken, but you have to have them first.
2. Never Schedule Closings on Fridays or Mondays
I mean never.
Real estate attorneys are running on Friday brain and Monday chaos.
You don’t want to get caught in a disaster when something inevitably shifts. Let the amateurs have those days.
3. Stagger Your Closings—One Per Week
If you take away one thing, let it be this:
ONE. CONTRACT. PER. WEEK.
Why?
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1 inspection
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1 due diligence
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1 appraisal
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1 final walkthrough
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1 closing
That’s plenty.
This isn’t about being lazy—it’s about delivering high-quality service without burning out or ignoring your leads.
Build a Schedule That Protects Your Pipeline
If you follow these rules, you’ll always have time and headspace to keep that pipeline flowing.
When you’re writing offers, don’t forget to manage your future, too.
A simple:
“Does [insert date] work for closing with your schedule?”
...goes a long way.
Need to hold your boundary? Here’s a line that works every time:
“We’re booked solid for that week, and I want to make sure this project (yep, I call them projects) gets 100% of my and my team’s attention. But if it’s urgent, we’ll make it happen.”
Confidence. Boundaries. Clarity.
The Secret to Skipping the Roller Coaster
You don’t have to drop every 30 days.
You don’t have to ride the highs and lows like a first-time agent.
When you:
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Manage your time with intention
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Structure your closings smartly
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Never stop nurturing your pipeline
...you don’t just survive the ride—you own it.
🎢 So become a Roller Coaster Tycoon.
Stagger your closings.
Protect your time.
Nurture your pipeline.
Stay at the top—for good.
Have a great week,
—Tony
"You wouldn't happen to know just one person who could benefit from our weekly scripting and sales strategy emails, would you? If so, it would mean a lot to us if you could pass this along."
