Most agents dread prospecting. Brian Sciuto turned it into a superpower.

In this power-packed interview at Ballast Point Brewery in San Diego, we sat down with Brian Sciuto, Top 1% loan officer nationally, to break down how he built a predictable stream of leads and referrals using a simple but deadly effective tool, The Greatness Tracker.

Link to full video: Watch the Interview Here

Here are the biggest takeaways for real estate pros who want to grow their pipeline and stop guessing where the next deal is coming from…

1. Prospecting Isn’t Optional, It’s Survival

Let’s address the elephant in the room, most agents hate prospecting.

But as Brian says, “If you’re in real estate and don’t prospect, you won’t be in real estate for long.”

You need to get comfortable being uncomfortable. Prospecting isn’t about perfection, it’s about consistency.

2. The Greatness Tracker = Predictable Business

The Greatness Tracker, developed by The CORE Training, is a weekly scoreboard for your business. It forces you to track the income-producing activities that actually move the needle.

If your tracker is empty, your pipeline will be too… in about 90 days.

Here’s what goes on the tracker:

• 15 Face-to-Face Meetings, These are high-quality convos where you ask for business or referrals
• 5 Break Bread Moments, Share a meal or drink, build deeper rapport
• 60 Great Calls, Not random dials. Real conversations that include a close, referral ask, or invite
• 1 to 2 Events Per Week, Bonus points if you host them
• Invites to Masterminds, Happy Hours, or Educational Events

✅ If it’s not tracked, it didn’t happen
✅ If it’s not qualified, it doesn’t count

3. What’s a “Great Call”?

Not just chatting…

A great call means:

• You qualify the person (past client, referral partner, etc.)
• You ask for business or referrals
• You invite them to something (event, lunch, Zoom, etc.)
• You close the conversation with intent

If you don’t close, it doesn’t go on the tracker. Brutal, but effective.

4. Don’t Just Market, Ask for Help

One of the biggest mistakes agents make…

Looking too perfect.

Your Instagram says you’re crushing it, so no one thinks you need help.

Let your network know:

• You’re a real estate agent
• You need their help
• You’d appreciate a referral if they come across someone who needs you

When you ask from a place of vulnerability and confidence, people respond.

5. Use Events as Strategic Leverage

Stop wasting time at big networking events hoping someone follows up.

Instead…

• Host small targeted events (happy hours, hikes, beach days, wine tastings)
• Call your Top 50 VIPs
• Personally invite 12 per week
• Aim for 4 to 5 attendees at each event
• Build real relationships with people who actually refer

6. Scripts That Don’t Feel Spammy

Don’t know what to say? Keep it simple…

• “Would it be okay if I asked for your help from time to time?”
• “Do you know anyone who might need a great Realtor?”
• “I’m hosting a happy hour next week, want to join?”

You’re not selling. You’re connecting.

7. Consistency + Tracking = Compound Growth

Want to win?

• Do the activities every week

• Track everything on the Greatness Tracker

• Review it weekly, like your business depends on it (because it does)

If you’re honest with your tracker and hit your numbers, your business will grow.

Final Thoughts

Brian turned chaos into control using a simple system and relentless follow-up.

You can too.

Download the tracker. Pick up the phone. Build real relationships.

Watch the full interview here: Link to Video
Download the Greatness Tracker: [Insert link or form opt-in here]
Need help implementing this? DM me “TRACKER” on Instagram: @olivergraf360 

If you’re interested in joining our nationwide real estate team, click here to book a call to chat.