Pipeline 2010 - What You Can do TODAY to Ensure a Sweeeet Tomorrow

Education & Training with Sell with Soul

I, like you, am really into immediate gratification. I like to see a payoff for my efforts, like, five minutes from now, or else I get discouraged and don't wanna play anymore. Faxes are too slow. The microwave takes too long. I want it NOW (whatever "it" is that I want... right now).Happy New Year

When it comes to wanting cash... as in, a paycheck, I'm definitely into "sooner rather than later." While I'm aware that I'll have bills to pay in January, February and March, I'm not nearly as concerned about them as I am about the ones due in September, October and November. And, frankly, there are just so many hours in the day, so it's only logical that I should focus on activities that pay off sooner, rather than later, right?

Sure, there's some logic to that and it's how most of us run our businesses, throughout our entire careers. We have a cycle we repeat over and over... prospect hard, then deal with the business our prospecting brings in, then notice our pipeline's about empty, panic, then prospect hard again. And the cycle repeats. Some agents, in trying to break this cycle, implement sophisticated systems that are designed to generate a steady stream of leads that they can tap into when they see a break in their business looming. I've never had much luck with such systems - they just don't fit into my business model, so I can't speak to whether or not they do what they promise to do. Somehow I doubt it. And besides, they cost a lot of money!

But if you've ever experienced the euphoria of having a relatively consistent pipeline, I'll bet you'll agree that it's worth the effort you have to put into it upfront. As in, today. And tomorrow. And next week. For business that may not come to fruition until six months from now or longer. But here's the cool thing. Once your longer-term efforts start paying off, two things will have happened. One - you'll be in the habit of doing these things to the point where they'll seem like a natural part of your day and two - you'll have generated the momentum within your business to keep that ball rolling.

And you know what else? Most of the things you can do today to ensure business in six months don't cost you a thing. They'll just take a little of your time, your creativity and your commitment to showing up every day.

Stay tuned for more thoughts on what you can be doing TODAY to make you feel awfully smart six months from now!

Pipeline 2010: Blogging Today for Business Tomorrow
Pipeline 2010: Attracting Business by Mastering Your Market


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Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

Excellent post on having a pipeline full. That is why leads that aren't ready now don't discourage me. It is future business. Nurturing in some way the folks in your pipeline does take time, you can't just leave them sitting but it will bear fruit in the end. 

Aug 22, 2009 12:43 AM #1
Ken Tracy
Keller Williams Realty Infinity - Naperville, IL
Helping clients buy and sell since 2005

Hi Jennifer.  Keeping the pipeline full.

A constant goal of my business.  Tough to achieve.

I look forward to reading your ideas!


Aug 22, 2009 01:23 AM #2
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

- smiling - is my only reaction. I've already "secretly" planned out for 2010. I guess it's not so secret anymore.

You're so nice to remind us all.

I'd be sure to execute them NOW.

If I dont, I'll never get around to it because next year never comes.


When other agents are "winding" down in October, November and have holidays in Christmas, it will be my busiest marketing times ever.

Aug 22, 2009 01:39 AM #3
Sasha Miletic - Windsor Real Estate
RE/MAX Preferred Realty Ltd. - Windsor, ON

Hi Jennifer, Nice post. Thanks for sharing.

Best - Sash

Aug 22, 2009 02:00 AM #4
Robert Vegas Bob Swetz
Realty ONE Group - Las Vegas, NV
Las Vegas Henderson Homes for Sale

Hello Jennifer - And the pipeline is very important, but your getting ahead of yourself with 2010! Just kidding, I am looking forward to 2010 and I will make sure the pipeline is full.

"Good Day"

Aug 22, 2009 02:40 AM #5
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

Piplines are to be filled, I like the image of everyone trying to squeeze into my pipeline so they get to do business with ME sooner!

Aug 22, 2009 03:09 AM #6
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

Jennifer, What you describe here is what the "Career" Agents/sales people have always known, it is about the future, not the NOW.  the people that are caught up in the NOW are people that are working a job, not a career.

Aug 22, 2009 05:42 AM #7
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

It is always about the pipe line. The Euphoria of a closing lasts until the thought, Where is my next deal coming from , enters your head

Aug 22, 2009 09:33 AM #8
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate

We definitely live in a "NOW" society! We've all been programmed to expect instant gratification. Ironically when it comes to my business, I'm so used to working with internet buyers (I didn't hesitate on the technology bandwagon) that I expect it to take a couple of years to finalize a sale. It's the typical time-frame here.

Aug 22, 2009 10:48 AM #9
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Boy, truer words were never spoken.  Most of us have been there, done that in terms of immediate gratification...but it is sweet when today's business is a result of yesterday's planning.

Aug 23, 2009 02:46 AM #10
Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate www.ChandlerRealEstate.weebly.com - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Jennifer - I am constantly working on future business.  After all, isn't that what blogging is all about?  Hopefully I will have a huge pipeline going into 2010.  Can't wait to hear more.

Aug 23, 2009 10:31 AM #11
Nancy Flanagan
Wainwright Real Estate---Virginia Beach, Va - Virginia Beach, VA

Jennifer- I have found that blogging has made a huge impact on my pipeline this year and definitely will be apart of my business plan next year. I have also found that different streams of income (real estate related) has made a signaficant change in the way I do business too! Thanks for the great post!

Aug 24, 2009 03:59 AM #12
Dora & Vincent Kwok
HomeSmart Real Estate - Chandler, AZ
CNE - Chandler, Arizona Real Estate

Jennifer- Agree that keeping the pipeline full is an essential part of anyone's business plan, but like you said, it is sometimes easier said than done.  We're looking forward to your thoughts and strategies for keeping the pipeline full.

Aug 24, 2009 05:54 AM #13
Melissa Brown
Helen Adams Realty - Charlotte, NC
Realtor - South Charlotte NC Homes for Sale



I have to make a huge effort to prepare for the future, because I get so inundated taking care of the clients I have now.  Sometimes I think I'll never get organized!  I can't wait to hear the pipeline ideas!

Aug 25, 2009 04:51 AM #14
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Thanks for all the comments - sorry I haven't posted the promised follow-ups - but I will, promise!

Aug 25, 2009 06:51 AM #15
William James Walton Sr.
WEICHERT, REALTORS® - Briotti Group - Waterbury, CT
Greater Waterbury Real Estate

This is good, and encouraging. Steadily building up leads and prospects, and nurturing them, is essential. So, based on that premise, then 2010 should be my year...looking forward to it indeed. Thanks Jenn for the positive words.

Sep 09, 2009 06:01 AM #16
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