WORKSHOP · AUGUST 2026
Your pipeline works great — right up until you get busy. Then it goes
quiet for a month
Why most brokers' pipelines run on effort instead of a system — and the four-part build that keeps deals moving on your worst week, not just your best.
Wednesday, August 19, 2026 · 11:00 AM MT · 60 Minutes · Free · Live on Zoom
Reserve My Spot →The Diagnosis
The problem was never discipline. It was
the design.
Think about your last strong month. You prospected hard, deals came in, and you got busy closing and servicing them. Prospecting slid to the bottom of the list — you'd earned the break. Six weeks later the pipeline's dry, and you're starting the whole engine again from a cold stop.
That's not a willpower problem. It's a design problem. Your pipeline is powered by your effort, so it rises and falls with your energy, your mood, and your last close. The day you stop cranking it, it stops moving — and the restart costs you more than the dry stretch itself, because you're rebuilding momentum from zero every single time.
Most advice here is "just prospect every day." It sounds right and it's quietly useless — because "do more" is the first thing that dies the week you get slammed. This workshop isn't about more hustle. It's about building a pipeline that keeps running when you don't.
What You Leave With
Three deliverables. All yours to keep.
01
Your Coverage Ratio
The single number that tells you whether your pipeline can actually hit your year — the multiple of your goal sitting live in it right now. Most brokers find they're at 1× and never knew it. You'll know yours before the hour is over.
02
The Standing Pipeline Builder
The four-part build I use with my one-on-one clients: an Input Floor, defined stages, conversion math, and a weekly cadence. Watch a live pipeline get stood up from scratch — then take the builder and run it on yours. Yours after the workshop.
03
The Input Floor (R0)
Your non-negotiable daily prospecting minimum — the number that runs on your worst day, not your best. Set it once and your pipeline stops depending on how you feel. You'll never prospect "when you get around to it" again.
Is This For You?
Built for the right room. Not for everyone.
FOR YOU IF…
You’re a senior CRE broker producing $300K–$700K+ in annual GCI.
Your prospecting is the first thing that disappears the moment a deal heats up — and you pay for it later.
You can close, but you couldn't say how many goals-worth is sitting in your pipeline right now.
You're ready to run your pipeline on a system instead of on motivation.
NOT FOR YOU IF…
You're early in your career and don't yet have the deal flow to build a system around.
You want a motivation speech. This is a build, not a pep talk.
You lead a team of 10+ brokers — different operating system, different workshop.
You're looking for theory. Everything here is built to run on your real pipeline next Monday.
Who’s Teaching
For 36 years,
I was the client.
I spent my career as a principal, developer, and capital partner across more than $2 billion in CRE transactions — office, industrial, retail, and hospitality, primarily in the West. I hired hundreds of brokers, awarded mandates, and raised billions in equity and debt from institutions like Apollo and Blackstone.
Now I teach senior CRE brokers what I saw from the other side of the table — and what separated the brokers who won repeat work from the ones who lost it.
Reserve Your Seat
Free. Live on Zoom
Replay sent to all registrants.
60 minutes — 40 building the Standing Pipeline live, then Q&A until your questions are answered.
One specific takeaway: your Coverage Ratio.
We send one reminder 24 hours before, two the morning of. That’s it. No drip sequence, no sales pitch in your inbox.