Blog series:  2 of 5 (Importance of the fourth quarter of business)

•}  Second Down ....Know your options

Analyze your numbers...IT ONLY TAKES ONE MORE.

        1.  Know how many contacts it takes to get an appointment.

        2.  Know how many appointments it takes to get a listing.

        3.  Know how many contacts to a listing sold.

Redefine your leads.  You must always be prequalifying. (Both buyers and sellers)      

          a. When do they want to move?

          b. Why are they moving?                                                          

          c. Are they willing to list at market price?

      Develop a system for lead follow up.  This could be as simple as 3X5 cards, top producer

     (Or similar data  management program)

     Remember, the best use of your time is to stay in front of highly motivated people.  

•}  Know your average market statistics and compare these statistics every month.

      1.  Average days on the market

      2.  How many actiev listings for the week or the month?

      3.  How many properties actually sold last month?

Spend a minimum of one hour a day working on your skills.  You have to become extremely effective on the basic sales process if you want to move your business forward in this market.

Spend a minimum one night a week and one weekend a month doing intense prospecting.  Always use your scripts.

We have been discussing the importance of fourth quarter..know your options. 

...KNOW YOUR NUMBERS

...ALWAYS PREQUALIFY

...KNOW YOUR MARKET STATISTICS

...KEEP PROSPECTING

 Watch for next blog series: 3 of 5....Third down....Mindset and attitude

 
Posted by Marcella Hagan on 10/24/2010 11:46 PM   Comments (2)   The End Is Here...Are You Prepared? in the ActiveRain Channel  
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The End is Here…Are you Prepared?
10/22/2010
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Blog series: 1 of 5 (Importance of the fourth quarter of business) Don't underestimate the power of the last quarter. Work habits must adjust; skills must be developed and perfected. We must be constantly aware of our mindset and never forget… more
 
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Marcella Hagan

Rogers, AR

More about me…

Coldwell Banker Harris McHaney & Faucette

Address: 809 S 52nd Street, Rogers, AR, 72758

Office Phone: (479) 696-0600

Cell Phone: (479) 644-9042

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TODAY IS A GREAT TIME TO BE IN THE REAL ESTATE BUSINESS. WE ARE IN THE FOURTH QUARTER OF 2010 AND WHAT WE DO TODAY WILL HAVE A DEFINITE INFLUENCE ON OUR FIRST QUARTER OF 2011. AS WE FINISH 2010 AND MOVE TOWARD 2011 WE NEED TO KEEP IN MIND THIS IS OUR BUSINESS. IF YOU DON’T HAVE A PLAN YOU NEED TO GET ONE TODAY. KEEP IN MIND IT DOESN’T MATTER WHAT YOU HAVE DONE IN THE PAST …THERE IS NO REVERSE IN LIFE, ONLY FORWARD!!!! YOUR ACTIONS WILL ALWAYS FOLLOW YOUR BELIEF. DETERMINE WHAT YOUR BELIEFS ARE. YOU MUST SET YOUR GOALS, KNOW YOUR PURPOSE AND UNDERSTAND IF WE ACCEPT DEFEAT THAT IS WHAT WE WILL GET. ALWAYS REMEMBER NEXT. STAND UP FOR WHAT YOU BELIEVE AND GET RID OF THE NEGETIVE IN YOUR LIFE. IF SOMEONE OR SOMETHING IS HOLDING YOU BACK GET RID OF IT TODAY!!!! YOU WILL NEVER DO YOURSELF A FAVOR BY SITTING ON THE FENCE. DECIDE WHAT DIRECTION YOU WANT TO MOVE AND GO FOR IT. YOU ARE THE MOST INFLUENCIAL PERSON ON YOUR TEAM, EVEN IF YOU ARE THE ONLY ONE. YOU DETERMINE THE OUTCOME. CAN YOU COUNT ON YOURSELF


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