The End is Here…Are you Prepared? blog series 2 of 5

Real Estate Agent with Coldwell Banker Harris McHaney & Faucette

 Blog series:  2 of 5 (Importance of the fourth quarter of business)

•}  Second Down ....Know your options

Analyze your numbers...IT ONLY TAKES ONE MORE.

        1.  Know how many contacts it takes to get an appointment.

        2.  Know how many appointments it takes to get a listing.

        3.  Know how many contacts to a listing sold.

Redefine your leads.  You must always be prequalifying. (Both buyers and sellers)      

          a. When do they want to move?

          b. Why are they moving?                                                          

          c. Are they willing to list at market price?

      Develop a system for lead follow up.  This could be as simple as 3X5 cards, top producer

     (Or similar data  management program)

     Remember, the best use of your time is to stay in front of highly motivated people.  

•}  Know your average market statistics and compare these statistics every month.

      1.  Average days on the market

      2.  How many actiev listings for the week or the month?

      3.  How many properties actually sold last month?

Spend a minimum of one hour a day working on your skills.  You have to become extremely effective on the basic sales process if you want to move your business forward in this market.

Spend a minimum one night a week and one weekend a month doing intense prospecting.  Always use your scripts.

We have been discussing the importance of fourth quarter..know your options. 





 Watch for next blog series: 3 of 5....Third down....Mindset and attitude

Comments (2)

Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Marcella, good point - now is the time not to relax but finish strong! And, also prepare for 2011.

Oct 24, 2010 06:32 PM
Marcella Hagan
Coldwell Banker Harris McHaney & Faucette - Rogers, AR
Real Estate Broker

Praful, you are right!!!!  The last quarter will make or break our first quatyer of business in 2011.

Oct 26, 2010 10:31 AM

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