What is the Focus of YOUR Business?

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Education & Training with Real Estate Grad School

I coach and teach people that the best focus of their business is the number of appointments with new buyers and sellers that they have each week.  There is no doubt about this.  My coaching client's results year after year prove it.

Well, the thing that made me think about it is that I see Agents get distracted by lots of things, personal things, like marriages and kids, business things like their websites and bad deals.  These things are important, very important but when they are the barrier to an Agent's success the Agent has to put these things in proper perspective. 

The best way to do that is to keep a simple focus which is the number of appointments with new buyers and sellers each week.  Here's the kicker.  For most Agents just two per week will generate far more business than they have ever done. 

I call an appointment a listing appointment for a seller; with a buyer I call one of two things an appointment.  One is an actual sit down buyer appointment.  This is preferred.  The second is taking the buyer out for a second set of showings for Agents that don't do sit down buyer appointments.  So you don't count just taking meeting a buyer at a house or showing them one without a follow up appointment. 

A reasonably experienced Agent (not a high standard) averages two appointments per sale.  I know this because I have been measuring it with thousands of Agents for over ten years.  Do the math.  Two of these appointments per week is still just a part time job and will make most of you more than you have ever made before. 

That's the focus that will take you where you want to go and keep all the other distractions in perspective

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