The 325-Person Database Behind 100 Deals per Year - Meet Ian Schwartz

.How do you build a referral-only business that reliably closes ~100 deals a year?

Chicago agent Ian Schwartz walks through his 325-person SOI, monthly touches, and talkable client moments like Pint Night—a system he’s refined over 28 years with Coldwell Banker, now nearing $1B in career sales.

You’ll learn

• Why a focused database outperforms a massive one—and how each contact hears from him monthly.
• The postcard formula listeners notice (and keep).
• How “Pint Night” + reviews become referral fuel.
• The long-game of consistent $30–60M/year volume.

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