What if the price of a $1.6B real estate career was your first 5,000 phone calls?
In this candid, high-utility interview, top producer Richard Shulman (once ranked #2 agent in the U.S.) breaks down the exact habits, metrics, and mindset that move agents from “I hope this works” to a thriving, referral-driven business. From volume-based prospecting to quality conversations, Richard shares the systems that took him from nine months without a sale to a machine that now runs on repeat and referral.

Join the Certified Real Estate Specialist course taught by Richard Schulman and created with US Realty Training here: https://www.usrealtytraining.com/certified-real-estate-specialist

What you’ll learn: why prospecting isn’t part of the job—it is the job; how to iterate scripts, tone, and timing until they convert; why “flexible hours” kills discipline; and when joining a team accelerates your ramp versus going solo with a mentor. You’ll leave with daily standards, a 90-day plan, and the mental model to survive the early dry spell—then scale.

Takeaways

• Prospecting standard, not suggestion: Expect 50–100 dials/day, 20–30 live conversations, and 2 appointments/day in the ramp phase. Volume teaches quality.

• Iterate like a pro: Improve scripts, cadence, time of day, and posture (stand/pace); test closes; log objections; adjust weekly based on results.

• Pipeline mindset: Today’s “no” funds tomorrow’s “yes.” Build for years, not weeks; aim for the day when inbound outpaces outbound.

• Treat it like a real job: Show up 40 hours, block 3 daily hours for calls, add 30 minutes of training; track in a CRM so follow-up never slips.

• Team vs. solo: A good team compresses time with coaching, transaction support, and accountability; solo can work—pair with a hands-on mentor for your first few deals.

Inside the new training: Richard unveils his US Realty Training Blueprint—role-plays, scripts, buyer/seller meetings, offers/counteroffers, requests for repair, objection handling, follow-up systems, and a playbook you can revisit when conversion dips.

Richard Shulman is a 19-year veteran team leader who built one of the country’s top sales operations. His business runs on repeat and referral—proof that consistent prospecting, disciplined training, and great service compound.

Ready to ramp faster? Learn with Richard's Blueprint inside US Realty Training—then set your daily prospecting blocks and start stacking appointments.