Most people never hear that about their working day.
Phill asked for it.
He’d spent two weeks building the case against himself. Then he handed the file to AI and asked for the verdict.
That’s how a broker with twenty-five years in commercial real estate ended up breaking his own records.
The case
Here’s what Phill was up against.
In commercial real estate, deals come from conversations. Conversations come from calls. And the calls are the easiest thing in the day to push aside.
There’s always a meeting. A coaching call. A check to deposit. Someone in the hallway.
Phill’s prospecting had settled into a familiar number.
"If you were to ask me my average, I would say my average was 40 calls per week of prospecting."
Forty calls a week. Across twenty-five years.
He’d had a better week now and then. In the previous five years, he’d had exactly one where he got close to a hundred.
"I had one week where I barely hit a hundred."
He wasn’t new. He wasn’t lazy. He knew how to talk to property owners.
His day just wasn’t built around the thing that made him money.
The evidence
When Phill first hired Andrew one-on-one, one of the first things they did was look at where his time actually went.
Not where he thought it went.
Where it went.
Phill picked a time tracker called Toggl. Then he made it hard to dodge.
"I configured it in my iPhone so that every time I closed an app, would pop up, and so it forced me to be in front of it throughout the entire day."
From six-thirty in the morning to six-thirty at night, he logged everything.
"I tracked my cold calls, I tracked any errands I did, I even tracked going to the restroom, my lunch breaks."
Hallway conversations. Email. All of it.
"I did that for two weeks solid."
Think about how rare that is.
Most of us would rather guess about our days than look at them. The guess is kinder.
The verdict
Then came the part Phill had learned from Andrew.
Raw data on its own is just a long list. So Phill had already built a Claude project set up for commercial real estate, one that understood what a broker’s day was supposed to produce.
"I put this inside my Claude. I had created a Claude project designed for commercial real estate. And inside of there, it knew exactly what I was trying to do as a broker."
He uploaded the two-week export and asked what it saw.
The answer wasn’t flattering.
All over the place. Too distracted. And one more problem he hadn’t counted on.
"I also had too many breaks, which meant that I would get started and focused, and then I would stop, and then do something else, and then the time it took to get me back focused again took too long."
It wasn’t only the interruptions.
It was the climb back after each one.
The recommendations were plain. Block your time and keep to the blocks. Stop running errands in the middle of the day.
"It recommended that I not do any kind of errands during the day, because I would go grab a lunch, but I’d also deposit checks and do things for my wife and other things during the day."
Mornings for calls. Early afternoons for follow-ups. Late afternoons for pitching deals and tours.
The sentence
Knowing what to do and doing it are different things.
The audit gave Phill the answer. A few weeks later, he decided to stop treating it as a suggestion and make it a fixed part of his day.
He told his virtual assistants things were changing. He moved team calls, coaching calls and appointments into the afternoon.
Then he put three hours on his calendar, from 8:30 to 11:30, and gave them to one thing.
"And I just pushed everything else out of that."
He changed his equipment too.
A young broker he’d been watching was doing two to three hours of cold calls every day, using a dialer.
"So I got the dialer."
The new dialer called three numbers at once instead of one.
It wasn’t comfortable.
"I was very nervous about the dialer. It took me a few weeks to even get used to it."
That’s worth sitting with. Twenty-five years in, and a piece of software made him nervous.
He used it anyway.
The record
Andrew later asked Phill to tell the story on the spot, to share with other brokers.
"Do you think you could do that off the cuff really quick?"
"Sure, I’ll try."
Here’s what came out.
"I started making and breaking records where I was making more calls than I’ve ever made in the history of my brokerage. I’ve been doing this 25 years."
Forty calls a week had become this:
"Now I’m averaging between 50 to a hundred per day."
Per day.
The leads followed the calls.
Before, Phill averaged three or four leads a month. As the calls ramped up, he got to about two a week.
Then:
"...I’m starting to get 8 to 10 leads per week, which means I am 4X-ing or 40X-ing my productivity on the results I’m getting."
He’d had one more number that week.
"This week alone, I had 8 leads this week, which is just crazy."
One of those conversations put him between a buyer and a seller on a deal worth a commission of more than $230,000.
At the last minute, the seller decided not to sell.
That’s commercial real estate. You don’t get every one.
But you only lose a deal like that when you’re in the conversation.
The other side of the calendar
The leads kept coming.
Some time later, at the start of a group call, Andrew asked Phill for a win.
"I’ve had enough opportunities come in in the past two weeks that it’s kind of freaking me out a little bit, and it’s all good."
Three new listings. Two new leases. Two projects in escrow.
Andrew asked what all of it was worth together.
"In commission, I would say over three hundred and fifty thousand."
Look back at how this started.
Phill didn’t need a new script. He didn’t need a sales course or someone to teach him how to talk to an owner.
He’d been doing that for twenty-five years.
What he needed was the truth about his own day, and the nerve to rebuild it around the work that paid.
The leads had been on the other side of his calendar the whole time.
He just had to clear the mornings to reach them. </content>