Can You Learn from the Past? Planning Ahead into 2014
Looking back over 2013, I have to admit it's been quite a ride. I've made my largest, and my smallest transactions this year. I've worked contracts for my clients from $35,000 to $749,000. I've written over 60 offers, closed more deals, and lost more deals than ever before. I've reached just shy of $5,000,000 in sales volume. I've partnered with some great agents in my office, and met corporate, retiring, vacationing, first-time home buyers from all over the USA. What a year.
But I must admit it's been an emotional ride. With a career in sales, there's always that underlying fear that you can't keep it going. And without a business plan, your salary can become a roller-coaster ride.
So what are the tips and practices to keep your career on a smooth and steady course?
Well, there's a few that come to mind...
I keep myself pretty organized...and I track where my business comes from every year, trying to strike a balance.
- 6% of my business came from floor duty
- 6% of my business comes from open houses
- 20% came from sign calls off my listings
- 20% came from referrals
- 21% came from repeat clients or their immediate family members
- 27% came from the internet/active rain blog
I look at this list and see that for me, my business primarily comes from three main areas: Sphere of influence, Listings and Internet Marketing
This tells me where I need to continue my efforts, what areas may be weak, or where I do NOT need to focus my time.
I further break down my lists with my records of marketing efforts, advertising focus, and so forth.
I think the past can show us where to go in our future.
Tools to take me there?
- Business plan
- Weekly, Monthly, and Quarterly Goals
- Continuing Education, Seminars, Webinars and Meetings
What's your plan for 2014? Can you learn from the past?