Do You Have A Case Of Spring Fever?

The Realty Reality of the Month: March 2010

To Read This Month:    Do You Have A Case Of Spring Fever?

Don't forget:        The REALTY-SUCCESS Response of the month! ________________________________________________________________

Do You Have A Case Of Spring Fever?

"I don't have time ... I'm missing time ... I'm in the home stretch, I take everything I can, it's spring!" Phew! Are you suffering from a fever this year?

One of my good clients, who has completed his business plan and is following it by consistently getting listings, is missing his coaching appointments. When I finally reached him he told me that a week earlier, two of his buyers had gone with another agent and he had worked for them all weekend! He never works weekends too! Probably exhausted, he could no longer see clearly.
Here are his results over the two years I have worked with him:
A strong listing agent, he lists 2 to 3 properties per month and he sells 2 per month, every month, in both good and bad markets!
Average sale price in his market: $ 250 000
Average compensation per transaction: $ 10 000 (listed at 7%, he keeps 4%: $ 10 000)
2 transactions per month: $20 000 x12 = $240 000 / year
One of his objectives with his coaching sessions is to learn how to enjoy a more balanced life!
So why does he panic every year around this tine?
Perhaps it's a bad habit? Do the other agents he works with in his office give him a shot of panic once a year? Is it the influx of calls he gets during this most important time of year?

My question: In having a number of good listings, collaborating agents will require much more work from him this time of year, so why does he insist on working with buyers as well?
I recommended that he refer 25% of the buyers he receives to a new agent in his office and to focus all his time and energy toward maintaining the same rhythm. By doing this he won't end the spring season exhausted as in years past, but perhaps with some reference checks that will pay for his summer vacation!

There are still sales throughout the rest of the year that we seem to forget about; an experienced agent should sell at least two to four properties monthly. During the busier weeks and months, he could sell more depending on his ability to list. That is the key to success! For this there are no seasons. I therefore recommend regularly listing properties throughout the year, and listing as many as you can! You can enjoy a consistent level of success and not have to wait until spring to receive your first commission checks.
You must focus your approach to real estate on getting as many good listings as possible and not the number of transactions, which will ultimately follow!

You can not reap what you have not sown.

The spring still remains, despite transactions spread throughout the year, the most important time of year to sell in real estate. Yet I never cease to create action and to prospect during my downtime as well as maintaining a solid base of active listings so I will not suffer from the ups and downs that can be so often felt in this profession

I hope you take the road to success and never forget that you are a good salesperson and be proud of it. You are honest and motivated. Do not let anyone believe otherwise, especially not yourself.  I wish you REALTY-SUCCESS! Much Love, Sylvia

News from Sylvia

I have a GOOD problem!  I don't have enough books! 30 boxes of my French books which once sat in my basement are now all sold and I had to replace them! I am sorry for those of you who are waiting for orders and I thank you for continuing to refer me to Real Estate Agents and Brokers across Canada!  My writing of my English book is going well ;-)

I entered the studio to start recording two new CDs - Affirmations for the Amazing Salesperson (French AND English) that will be available soon! They will be released in conjunction with my 2 new e-books! I continue my office tour across Canada and I am looking forward to seeing you on March 24 and 25 in Montreal and Boucherville for my one-day training sessions entitled «Painless Prospecting! »

See you soon!

Sylvia 

•  Responses for Realty-Success!