Can You Learn from the Past? Planning Ahead into 2014

Real Estate Agent with Long Realty - Dove Mountain, Marana AZ BR564219000

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.

Will 2014 Be an Uphill Climb?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?



Posted by

If I can assist you in your home buying or selling in Marana, Tucson, Oro Valley, or Vail, please don't hesitate to call me!  Email at

Cara Marcelle Mancuso, Long Realty,


Regarding the material posted in my blog postings, these are my personal opinions and not those of Long Realty Company. 

All listing information is deemed reliable but not guaranteed and should be independently verified through personal inspection by appropriate professionals. Listings displayed on this website may be subject to prior sale or removal from sale; availability of any listing should always be independently verified.

Listing information is provided for consumer personal, non-commercial use, solely to identify potential properties for potential purchase; all other use is strictly prohibited and may violate relevant federal and state law.

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John G. Johnston
John G. Johnston & Associates, LLC - Westcliffe, CO
An Exclusive Buyer's Agent ~ Westcliffe, CO

Cara  I think I will just let you plan 2014 for me!  Great blog and thoughts about focusing on where your business comes from enabling someone to determine where to invest their time in 2014.  Happy New Year to ya.  Enjoy the day   suggested

Dec 28, 2013 12:34 AM #1
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Cara, we are both planners, I see. Knowing what worked in the past is key to knowing where to focus in the future. My crystal ball tells me your 2014 will be a good one. You plan is in place.

Dec 28, 2013 03:08 AM #2
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Cara - It's great that you keep track of where you business comes from, which helps direct your efforts. Suggested!

Dec 28, 2013 04:58 AM #3
Allison Bernard
Keller Williams Central Rhode Island - East Greenwich, RI
Real Estate & Relocation Services 401-533-6916

Sounds like a stellar year in real estate sales in Marana, AZ for you and your brokerage.  Looking forward to reading more blog posts about real estate around your area in Marana, AZ. 

Dec 28, 2013 08:14 AM #4
Marcy Moyer
eXp Realty of California Silicon Valley Probate, Trust, and Investment Sales - Mountain View, CA
Probate, Trust, and Investment Specialist

Isn't it great to know all your internet work is paying off?

Dec 28, 2013 11:49 AM #5
William Johnson
Retired - La Jolla, CA
Retired Real Estate Professional

Hi Cara, Congrautions on a well scripted post and certainly demonstrates you have accomplished a very nice transaction list. If you want to build bigger, ask you past clients if they would join you in helping you go to the next level. Bet you will find some terrificnew advocates that will generate some great new referrals. 

Dec 28, 2013 02:38 PM #6
Pamela Seley
West Coast Realty Division - Murrieta, CA
Residential Real Estate Agent serving SW RivCo CA

Cara, thanks for the break down where your sales come from. My goal is to gain 30% business from ActiveRain blogging. Wish you the best in 2014!

Dec 28, 2013 05:28 PM #7
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

The past is your best predictor on understanding your strengths, weaknesses. Variations on a theme happens. Technology, embrace it to give your journalism efforts, photography, video and helpful lnks of information that save time, gas, money maximum thrust with passion. That shows, that you can not fake with buss words. So so important.

Dec 28, 2013 11:21 PM #8
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Hey, Cara!  I included this post in today's Last Week's Favorites.  Oh, and have a Happy New Year! 

Dec 29, 2013 03:05 AM #9
Susan Neal
RE/MAX Gold, Fair Oaks - Fair Oaks, CA
Fair Oaks CA & Sacramento Area Real Estate Broker

Hi Cara - Like you, I find that most of my clients are either repeat clients, referrals, or readers of my posts on Active Rain.  Some folks will say that they saw things I had written on facebook, but what they most likely have seen is a link on facebook to my AR blog.

Dec 29, 2013 08:12 AM #10
Linda Lipscomb
Linda Lipscomb RE/MAX Lexington Henderson County TN - Lexington, TN
731-695-1118, Lexington TN Homes

Cara, great post.  Like you, most of my business is referrals and social media.

Happy New Year!!!!  May it be the best ever!

Dec 29, 2013 02:04 PM #11
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