How to Build a Profitable Goldmine Pipeline™: Insights from Sherri Johnson

Every Move Collective’s latest Monday Mastermind featured veteran real estate coach and expert, Sherri Johnson. If you missed the session or want a quick refresher, this recap breaks down the key strategies Sherri shared to help agents build a consistent and scalable pipeline.

Who is Sherri Johnson?

Sherri Johnson is a real estate coach and consultant with decades of experience as both an agent and brokerage manager. She has trained thousands of agents and helped them scale their businesses from $10M to $50M+ in annual volume. Her expertise lies in creating predictable income through her signature "Goldmine Pipeline™" system, which she shared during our session.

The Roller Coaster Income Problem

Many agents experience inconsistent income, leading to financial stress. The common cycle: agents sell a few homes, focus on closing, and then find themselves scrambling for new clients. Sherri emphasized that this "income roller coaster" is avoidable with a structured pipeline strategy.

Key Takeaways:

• Most agents only work with 3-5 active buyers/sellers at a time.

• This narrow focus results in unstable income when deals fall through.

• The solution: a larger, consistently nurtured pipeline of future clients.

  
  

The Goldmine Pipeline™ Strategy

Sherri’s Goldmine Pipeline™ system allows agents to predict their future income and scale their business efficiently. Here’s how it works:

1. Change Your Mindset on Leads

• Stop discounting leads because they aren’t ready today.

• Every lead is an opportunity, even if they won’t transact for another 6-12 months.

• Agents should actively nurture relationships over time rather than focusing only on immediate business.

2. Categorizing Leads into A, B, and C Tiers

• A Leads: Ready to buy/sell within 60 days

• B Leads: Moving within 6 months

• C Leads: Moving 6+ months from now

• Instead of ignoring B and C leads, put them on your Goldmine Pipeline™ and nurture them.

3. Monetizing Your Pipeline

• List every potential buyer and seller you know, even if they haven’t committed yet.

• Assign a dollar value to each lead based on their estimated home price.

• Seeing the total value of your pipeline helps you stay motivated and proactive.

Example Calculation:

• 10 listings at an average price of $650K = $6.5M in potential listings

• 10 buyer leads at the same price = $6.5M in potential buyers

• Total: $13M in potential transactions

• Agents should aim for 1.5x the number of leads they need to hit their sales goals.

The Power of Listing Appointments

Sherri emphasized that listing appointments drive income. Agents should:

• Set a weekly listing appointment goal (e.g., 2-3 per week).

• Increase conversations with past clients, referrals, and open house visitors.

• Master seller presentations and objection handling to win more listings.

Action Steps: How to Get Business NOW

If your pipeline feels dry and you need immediate business, here’s what to do:

1. Re-engage Past Clients & Sphere of Influence

• Go through past sales records and check in with old clients.

• Use texts, calls, or emails to reconnect and ask about their plans.

2. 20-Minute Text Sprint

• Text 10 past leads or contacts: “Hey [Name], are you still thinking about making a move this year?”

• A quick follow-up can result in a listing or buyer appointment.

3. Follow Up on Open House Leads

• 75% of open house visitors never get a follow-up call—don’t be that agent.

• Call or text every lead you met and see if they are ready to take the next step.

Final Thoughts: Stay Consistent & Play the Long Game

Sherri’s "Goldmine Pipeline™" system is a long-term strategy that eliminates the highs and lows of inconsistent real estate income. By focusing on building and nurturing a large pool of leads, agents can create predictable monthly income and scale their business.

Key Takeaways:

• Your next listing or sale is already in your pipeline—you just need to nurture it.

• Consistent lead follow-up = consistent closings.

• Set a listing appointment goal every week to drive income.

• Use the Goldmine Pipeline™ tracker to stay organized and focused.

Get the Goldmine Pipeline™ Template

Want to implement this system for yourself? Download Sherri’s Goldmine Pipeline™ tracking sheet and start building your future income today!

🎯 Download E-Book Here

For more in-depth coaching, follow Sherri Johnson’s podcast or explore her coaching programs. And don’t forget—you have a listing or sale this week, you just don’t know the address yet! 🚀