What is the difference between agents who are selling, having their best year, closing 20-30 deals per month and other agents who have not even closed 2 this year? Listings. Have you ever heard the phrase "If you dont list, you don't last?" This is more true now than ever.
How to Survive this Market! Set some goals and stick to them. Learn somthing new one hour of every day you work. Technology in real estate has doubled in the past year. Agents that jumped on board the Gold Rush train got little to no training. Those gents did not even learn the basics of how to return phone calls or how to turn leads into client's. NAR is predicting another 30% fall out of Realtors(r) this year. This will be a good thing for the rest of us that take our job seriously. The number of transactions per agent are so diluted that Brokers will start dropping next. Agents don't plan to fail, they just fail to plan.
Write your Business Plan! Do you know that only 10% of real estate agents have a written business plan? In today's market, you have to know how many transactions it will take to accomplish your income goal. Work that number backwards to come up your prospecting plan. Example $100,000 gross income divided by your average commision and that will give you the number of transctions that you have to reach. How many contacts will that take. It takes a average of 25 contacts to find 1 client. Start prospecting 3-4 hours everyday.
Training! Take classes; knowledge in this market is power. RE/MAX has on-line training that you can down load 24/7 365. It's an incredible tool. Boards, Banks, and Attorneys are all giving classes. National Conventions are also a great place to hear accomplished speakers. I will admit that in my 20 years as a Realtor(r) that this year has been overwhelming with all this short sales, forclosures, social networking and just learning how to blog.
Listing tools! First you need to have a dynamic listing presentation. Thik of it as your resume and you are appling for a job. Show them your experience, your company, community involvement, qualifications and designations. Your marketing plan should include your website and positioning. If 85% of all buyers are looking online, then you have to show the sellers where you will market there home. Here are a few to start with; Realtor.Com, RE/MAX.com, Trulia, and Zillow. They are all free. I also include a 25 questions to ask when interviewing a Realtor(r) and aslo my 25 answers. This can knock out your competition. My finale page is 4-6 testomonals from my past clients.
Work the Numbers! First, your sphere of influence, include at least 100 on your A list. These are people that you know will refer you. Build your Business Partner Book of that you refer to. Join social networking groups like Linkedin, facebook, and RisMedia. Start working expireds and FSBO agasin. You have to plant a lot of seeds to reap a new harvest. List baby, List!
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