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Here are some quick tips based on recent client calls or meetings. Do any of these situations apply to you?
Call Seller BC Leads: I had at least five conversations this week with Clients/Leads doing over $200,000 GCI and every single one of them is wasting Seller BC leads, which is most profitable type of lead backlog. Agents call me and ask me to hire us to help call buyer web leads, and after 30 minutes the conclusion is that FIRST we should organize, gather, and call all the 50-500 Seller BC leads which have piled up.
Do you have Seller leads which told you they MAY be selling their home in 3-12 months but you are NOT calling them monthly to touch base until they are ready? If so, then STOP WASTING LEADS and let us call those Seller BC leads.
- Moving Brokerages - Offices: Many clients ask me for input on whether to stay or move brokerages. Because we deal with so many clients in different situations, we can help do mental process. Since we are towards the middle of the year, my guess is 10-20% of you are thinking of changing brokerages or going independent by the beginning of 2016. Call me, email me, or reply to this blog and just ask for feedback. I can help you with this. I promise.
- Activity or Results: Do you measure activity or results for parts of your business? We have two newer clients and we are doing Agent Recruiting, which involves cold-calling hundreds of local agents to see if they have interest in joining a top team as a Buyer's Agent. Over the first three months, for one client we had done okay calling, and got two agents hired, which was great. For another client, we had done very good calling, had solid pipeline, but had not gotten someone hired yet. That client fired us because RESULTS were ZERO so far, even though ACTIVITY was solid and pipeline was building. If we had hired one agent, we probably would not be fired. There is no magical conclusion here from me. Just sort of interesting of situations where RESULT could be a binary 0 or 1, and sometimes that is random luck rather than something else. Does this make you think of any aspect of your business and ACTIVITY vs. RESULTS?
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