Mike Ferry’s Podcast the Original: Dan Mumm on 175 Listings a Year as a Solo Agent With No Team

In this episode, Mike Ferry sits down with Dan Mumm of Huntington and Ellis Real Estate in Las Vegas. Before real estate, Dan actually sold dietary supplements, and now he’s in his 11th year in the industry. He joined coaching in his first year and has stuck with it for a decade since. As a result, he credits coaching as the reason he stays productive and rarely second-guesses his approach. For example, in July alone, he took 23 listings out of 28 appointments. So far, he’s on pace for roughly 175 listings this year, which is well above his original goal of 165.

A Record Month Built on an Unchanged Routine

Dan’s standout July didn’t come from trying something new. Instead, it came from refusing to change what already worked. First, he kept his pre-qualifying process identical on every call. Then, he confirmed appointments before showing up, sent pre-listing packages ahead of time, and arrived 15 minutes early without exception. On top of that, he worked from a single, simple goal. Specifically, a note card on his desk tracked 28 listings before his wedding, with a tally mark for every one he closed.

A Lean Operation by Choice

Currently, Dan runs his business with just one buyer’s agent, a virtual assistant, a transaction coordinator, and a runner. In fact, he built and scaled a larger team once before, then stepped back from it. In his view, the distraction and lower profit weren’t worth it compared to focusing on listings himself. Specifically, his mornings are for prospecting: Expireds, for-sale-by-owners, and his database, roughly 25 contacts a day. Later, he calls again in the afternoon to reach people who missed his morning calls. Meanwhile, his afternoons are for appointments, usually two a day.

Why Blind Faith Made the Difference

Dan is candid that he spent his first several years in coaching quietly doubting the material. Specifically, he often wondered if it was outdated advice that no longer applied. Eventually, he watched a colleague, who joined around the same time, rise far faster simply by trusting the process without hesitation. That was the turning point. Once Dan stopped second-guessing and started executing the system as taught, his production followed. Ultimately, he credits that shift, more than any single tactic, as the real driver of his career.