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
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