If someone were to ask me how to make $50 million a year in real estate, I wouldn’t start with vague motivational quotes or mysterious “industry secrets.”
I’d reflect on what others — the ones who’ve been in the trenches and come out smiling — have already shared. And one name immediately comes to mind: Andrew Issa, Broker for Coldwell Banker Jamaica Realty.
Andrew once outlined a formula so practical, so unapologetically direct, that it strips away the fantasy and leaves you with a simple truth: success isn’t about luck, it’s about systems.
What follows is his rock-solid framework, expanded with my own experience from Jamaica Homes, peppered with reality checks, and served with a dash of humor — because in real estate, if you can’t laugh, you won’t last.
Step 1: Stock Your Digital Shelves — Minimum 20 Listings (Two Over US$1 Million)
If your website looks like a cupboard in a student apartment — a tin of sardines, a jar of peanut butter, and one stale biscuit — you’re in trouble.
You need at least 20 listings, and two of those should be over US$1 million. These high-value listings aren’t just about sales; they’re brand builders. They say to the market: I’m playing at the highest level.
It’s the same reason restaurants put a $400 bottle of wine on the menu. They might not sell it every day, but it makes the $80 bottle look like a steal.
Step 2: The 90% Conversion Rate — Your Presentation Is Your Weapon
If your listing presentation hasn’t been updated since your phone had a physical keypad, we need to talk.
Aim for a 90% conversion rate — nine out of ten property owners you pitch should choose you.
The secret is:
- Preparation: Know your market cold.
- Proof: Show results, testimonials, and hard data.
- Presence: Walk in like the property is already halfway sold.
If your pitch isn’t improving, you’re just practising mediocrity.
Step 3: See at Least 3 Properties a Week
You can’t sell a property you’ve only seen online.
Walk it. Breathe it in. Hear the neighborhood at 7 a.m. Notice whether the sea view comes with a gentle breeze or hurricane-grade gusts.
When you’ve experienced the property, you don’t just sell walls and roofs — you sell the life inside them.
Step 4: Two Networking Events a Week — Even the Painfully Awkward Ones
Networking is like fishing. You might spend an evening reeling in seaweed, but the one big catch makes it worth the trip.
Two events a week keep you visible. Even if three conversations in a row are about the traffic, the fourth might lead to a multi-million-dollar deal.
Step 5: Add 5 New Clients a Week
Five new clients. Every. Week.
Some will sign today, some next year, but every name you add strengthens your pipeline. And in real estate, a weak pipeline is just an early retirement plan you didn’t ask for.
Step 6: Host Your Own Networking Event Once a Month
If you’re always going to other people’s events, you’re playing in their world. Host your own — whether it’s a high-end open house, a market trends seminar, or a wine-and-cheese night for investors.
It cements you as the hub of connections, not just a visitor to them.
Step 7: Build a Social Media Presence (2,000+ Followers)
Let’s face it — in 2025, if you’re invisible online, you’re invisible.
Two thousand engaged followers is your baseline. Not bots. Not “likes” from accounts that have never been to Jamaica. Real people — locals, expats, and investors — who trust your voice and pay attention when you post.
Step 8: One Podcast a Month — Invite the Influencers
Once a month, sit down with someone who has an audience — chefs, architects, developers, artists — and talk about more than just property.
Not only will your listeners learn something, but their followers will discover you. It’s networking without the name tag.
Step 9: Learn Photography — Yes, You
If your listing photos look like they were taken during a power outage, you’re sabotaging yourself.
If you can’t hire a professional every time, invest in learning the craft. Light, angles, and composition can make or break a first impression. Remember, buyers “walk” the property online before they step through the door.
The Formula — Not Luck
Andrew Issa’s point was clear: success is a formula, not luck.
It’s not about stumbling across a dream client or waiting for the perfect market conditions. It’s about doing the right things so consistently that the results are inevitable.
Most agents don’t follow through. They start strong, get tired, and drift back to “good enough.” The ones who make it? They follow the formula until it becomes instinct.
The Reality Check
Some days, real estate makes you feel like a business genius. Other days, you’re basically a tour guide with sore feet and a phone battery that’s given up on you.
There will be deals that feel like they’ll never close, listings that test your patience, and weeks where the only thing you close is the fridge door after stress-eating cheesecake at 11 p.m.
But then there’s that sale — the one that started with a casual introduction at a networking event and ended with a client beaming as you hand them the keys. That’s when it all makes sense again.
Final Word
If someone ever does ask me, “How do you succeed in real estate?” I’ll point them to this.
It’s a mix of Andrew Issa’s clear-eyed blueprint and my own take on what it really takes — not just to survive in this business, but to thrive.
The market rewards consistency, preparation, and courage. So stock your listings, perfect your pitch, walk the properties, and keep showing up.
Because in real estate, the formula works — but only if you do.
And that’s the way I see it — Dean Jones, Realtor Associate at Coldwell Banker Jamaica Realty and Founder of Jamaica Homes.