You will locate and sell more listings when you focus on the only statistic that truly matters...

A few months back at the end of March CBS ran a story on "Stat Man." A man by the name of Bill James who has reinvented baseball statistics and the way they're used to rate players.

What Bill DISCOVERED is amazing. He redefined which stats REALLY count. His way of analyzing statistics has allowed baseball teams such as the Boston Red Sox to pass on expensive players with popular CONVENTIONAL stats, in favor of lower-cost players that do well in the stat categories that HE says are important.

For instance, Bill believes "on base percentage" is far more VALUABLE than a "batting average". He believes that players who get a lot of walks and ware down pitchers are often overlooked and thus underrated.

If you didn't already know - Five years ago, before he was hired, the Boston Red Sox team was a consistent loser for 86 years. Since his hire the team has won two World Series.

Now, whether Bill's contribution made a difference could never be scientifically proven. Rather it's up to the individual to determine the PROBABILITY of his affect on the team.

And just like the Red Sox, you need to increase your PROBABILITY of success. And the way you accomplish this is by shifting your focus to the ONLY real estate statistic that I, and hopefully you will soon understand REALLY MATTERS.

You cannot concern yourself with home depreciation levels, the rate of foreclosures, the number of expired listings or even the number of new listings. You cannot be concerned with these figures because you can't CHANGE any of them. So unless you're listing and closing every single sale in your market area you need to realize that these numbers do not directly relate or have an effect on your ability to run a highly successful real estate business. In any market!

You need to accept this with open arms! You have no control over the direction of the real estate market. You're merely along for the ride! All you can do is observe, anticipate and REACT to it.

And by REACT I mean - Grow your business by following the only statistic that truly matters...

THE NUMBER OF CLOSED SALES. (at its smallest local level)

Because this is the only statistic that is directly proportionate to the number of buyers in the real estate market and the number of dollars out there for YOUR taking! This is the only number that will allow you to gauge your potential INCOME.

So what do you do with this knowledge? How do you use it to PROFIT?

You follow the LAW OF PROBABILITY - The likelihood or chance that something will happen.

For example, let's say that based on recent CLOSED SALES trends, you locate an ACTIVE area where next quarter 104 homes are expected to sell in a local zip code that contains 17,415 homes - Statistically resulting in 1 in every 167 homes selling.

Armed with this knowledge in hand and acceptance that the PROBABILITY of 104 homes selling is very likely, the question you need to ask yourself is - which is more likely for you to accomplish?

A.) Locating and earning the business of all or portion of the 104 sellers in a relatively small CONTAINED area? (Like shooting fish in a barrel)
Or
B.) Locating and earning the business of all or a portion of the 104 buyers who come from a large undefined and inconsistent area? (Like finding a needle in a haystack)

Obviously (A.) is the path of least resistance and a better use of your time. It's the only option that stacks the PROBABILITY of success in YOUR FAVOR!

Now you may be thinking something like, "I have 12 listings now that I can't get rid of, why would I want more? I need to focus on getting buyers!" My answer to this is - why would you try to "buck the system"? As I said earlier, you cannot change the market. You can only REACT to it. A reduction of buyers is what causes a buyers market. Meaning they are harder to find. You need to concentrate your efforts were they are statistically measurable. Homes ARE selling and WILL CONTINUE to sell. Trust me! Log into your MLS, run a report and see what areas around you are seeing the most closed sales.

If your goal is to become SUSTAINABLY wealthy in the real estate business (and I assume that's why you became an agent to begin with) you need to go where the getting is good! You need to open up your mind, limit your territory and seductively target your marketing.

And in order to do this, you need to know the answers to these questions:

1.) Do you know how to locate the "1 in every 167" FUTURE sellers hidden in your market of choice?

2.) Do you know how to PERSUADE these sellers, who've never met you, to contact you and tell you that they're interested in selling before they talk to any other agents? And...

3.) Do you know how to get them to TRUST and do business with you?

If you answered no to any of these questions - don't worry! Here are the answers:

Locating a seller before anyone else does takes a keen understanding of... (Click here for the complete answers)

Trust me, you wont be disappointed!

See you on the other side!