Our job as a real estate agent is to do the following:
•1. Find customers
•2. Make presentations
•3. Negotiate transactions
•4. Get the deal closed
•5. Keep the customer for life
•6. Find the next customer...and do it all again!
That's it. Sounds simple enough! I want to be doing all of those things, everyday. Because of course, we don't start at number 1 and then go in an orderly fashion with that one client until we close and then pick another client. We are interweaving all those "steps" everyday into a successful business, working with multiple clients and various situations.
I heard a good idea yesterday, concerning finding customers. It was suggested that the agent decide how many transactions he or she desires to have for 2007. This would be sides...you could have the selling side, the listing side, or both. Then predict how many of those transactions will be a result of referrals. Subtract that number from the total number of transactions desired for the year. The left over number is the number of contacts the agent should make per day. Using that simple formula, it is very likely an agent would meet his or her goal.
For example:
I'd like to have 50 transactions in 2007.
I believe 70% of those will be referrals from my SOI or past clients (.70 X 50 = 35) Subtract from the total
This equals the number of calls I should be making every day.
50 - 35 = 15
15 calls or face to face contacts a day. Every day. I can do that, calling past clients, my SOI, leads, expireds, FSBO's and cold calls. Mail outs don't count until I follow up and talk to the person. Emails count only if I get a response back so that I know the contact got my message...and a follow up call would be better.
I'm going to try this for next year. 15 calls a day. I can do that in an hour. One hour a day to grow my business.
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