Anthony Lamacchia’s Blueprint: Time Management & Sales Success

When it comes to real estate coaching, few voices are as passionate and practical as Anthony Lamacchia. In this powerhouse podcast session from the #RealtyHack event, Anthony doesn’t just speak, he challenges agents to take a hard look at how they spend their time, how they follow up with leads, and how they price listings.

With decades of experience, a thriving brokerage, and a reputation for getting results, Anthony lays out a proven roadmap for increasing production through accountability, time blocking, and executing money-making activities daily. His message? Stop wasting time on tasks that don’t grow your business and start implementing the simple, powerful habits that separate top producers from everyone else.

How Anthony Lamacchia Helps Agents Build Consistency, Master Time, and Close More Deals

Anthony Lamacchia doesn’t hold back. In his keynote at the Realty Hack Summit, he dives into the hard truths that every real estate agent needs to hear. From time management mistakes to common pricing blunders, and offers real, tactical solutions. Known for his no-nonsense delivery and proven track record, Anthony’s advice is as actionable as it is motivating.

This isn’t just theory. As the CEO of Lamacchia Realty and one of the top coaches in the industry, Anthony has trained thousands of agents, built a powerhouse brokerage, and scaled a coaching company helping agents across the country grow their business. In this session, he shares key takeaways agents can start applying immediately, because as he says, “The biggest issue agents have is not leads, it’s time.”

Let’s dive into his most powerful lessons.

From Frustration to President’s Club: The Story of Genevieve Botelho

Anthony kicks off with a story that hits home for many agents: the struggle with inconsistency. He shares the transformation of Genevieve Botelho, a single mom and longtime agent at Lamacchia Realty, who was caught in the cycle of unpredictable results.

In July 2018, Genevieve emailed Anthony with the subject line, “I’m so frustrated.” She had sold five homes and had three more pending, but her income was volatile, great one month, slow the next. Instead of letting her spin her wheels, Anthony stepped in with a 12-minute weekly accountability call. He gave her specific, simple to-dos:

Book five new business appointments every week (with new contacts only)
Call 20 people from her phone every week
Add 10 new contacts to her database weekly
Reconnect with past clients through check-ins and pop-bys

By shifting her focus from time-wasting activities to money-making tasks, Genevieve’s business skyrocketed. She closed 33 homes by the end of the year, earning a spot in the President’s Club. Since then, she’s sold 50+ homes annually.

The takeaway: Discipline wins. Weekly goals, tracked consistently, lead to compounding success.

Time Management Is the #1 Agent Problem

Anthony’s central message is clear: agents don’t have a lead problem, they have a time problem. Real estate agents often stay “busy” doing things that don’t generate income: attending closings, running errands, or micromanaging tasks that can be delegated.

He breaks it down like this:

Stop going to every closing. In many markets, agents don’t need to be there. Save those 3 hours.
Skip seller home inspections unless absolutely necessary.
Automate delivery of documents instead of doing it yourself.
Use systems and SOPs to get your time back.

By eliminating these low-dollar tasks, agents can reclaim 100+ hours per year and reinvest that time into lead generation, client follow-ups, and high-converting activities.

According to Anthony, money-making activities include:

Prospecting and setting appointments
Going on listing or buyer presentations
Negotiating contracts
Attending training events

Agents who reallocate their time with intention create space for growth, and get out of the “busy trap” that holds so many back.

The Power of Time Management

For agents who want to scale their businesses, mastering time management is non-negotiable. And for Anthony, it’s not just about working harder, it’s about working smarter.

He broke down how most agents spend their time on “money-wasting activities,” such as attending closings they don’t need to be at or running errands that could be delegated. By eliminating unnecessary tasks, agents can reclaim over 200 hours a year, time that could be reinvested into money-making activities like setting appointments, nurturing clients, and closing deals.

Anthony challenges agents to:

Skip unnecessary closings and inspections
Batch tasks for efficiency
Use call blocks to focus on business development
Track their daily schedule to identify time drains
Focus on income-producing activities like listing presentations, showings, and follow-ups

It’s not about being busy, it’s about being productive. And that starts with controlling your calendar.

Sell-By Strategy: How to Win Over Uncertain Sellers

One of the standout topics Anthony tackled was the “Sell-By” process helping homeowners who want to sell but are unsure where to go next. It’s a major roadblock for sellers stuck with a low-interest mortgage and fearful of being left homeless.

His strategy? Provide a clear plan.

Anthony introduced the Sell-By Roadmap, a visual guide that breaks down two main options for sellers:

Get Ready First, Then List Ideal for selective sellers who want to wait for the perfect property. These clients prepare photos, floorplans, and their MLS listing in advance, but delay going live until the right opportunity arises.
List with Protections Sellers go live with the listing, but negotiate closing protections like rent-backs or flexible timelines.

This visual aid makes the process feel less risky and more manageable for nervous sellers. It’s not about selling fear. It’s about presenting solutions and building confidence.

Pricing Conversations That Convert

Anthony also dove deep into pricing, a topic many agents fumble. He emphasized that agents should never walk into a listing appointment and blurt out a number. Instead, they should guide the seller through comps, from lowest to highest, and ask the seller where they think their home fits.

This approach gives sellers agency and perspective, instead of putting the agent in a defensive position. Anthony’s favorite phrase? “I’m here to work with you, not negotiate against you.”

He also shared his Price Targeting Model, a tool that:

Helps sellers understand how pricing affects showing activity
Gives benchmarks for when a price is likely off by 3%, 6%, or more
Reinforces the importance of timely adjustments

These aren’t just scripts, they’re strategic systems that create informed clients and smoother transactions.

The Biggest Problem in Real Estate? Lack of Focus

Throughout the keynote, Anthony returned to one recurring theme: the biggest challenge for agents isn’t the market, it’s lack of focus. With so many distractions and so much noise, agents often confuse motion with progress.

His advice? Cut the fluff and do more of what moves the needle:

Go to more listing appointments
Make daily calls to past clients
Send monthly newsletters
Be visible on social media with educational content
Attend trainings to stay sharp and competitive

Anthony reminded attendees that “freedom of schedule” is a myth if it means letting your day be dictated by distractions. Master your time, master your business.

Real Estate’s Next Boom

Anthony ended his session with optimism. He predicts that the biggest real estate boom in American history is coming at the end of this decade and agents who lay the groundwork now will be the ones who win big.

His advice? Start today.

Grow your database
Reconnect with old leads
Reinvest in marketing
Trim the fat from your schedule
Get back into action with intentionality and consistency

The market may have slowed, but the agents who stay disciplined and dialed in now will be ready when it picks up, and they’ll dominate.

🎧 Want to Learn More? Listen to the Full Podcast Episode

In this episode, Anthony shares:

The time management systems that helped his agents 10x their productivity
How to guide sellers through tough price adjustments
Simple shifts to win more listings and boost conversion rates
His personal routines, mindset hacks, and training frameworks
Why the next real estate boom is closer than most agents think

🎙️ Tune in now to hear how Anthony is helping agents take control of their business, cut out the noise, and focus on what truly moves the needle.

To listen to more of our podcast episodes, visit The #RealtyHack Podcast Page. The #RealtyHack Podcast is also available to listen to on Spotify, Google Podcasts, Apple Music, and your other favorite podcast directories.