The 3 Key Ways to Increase your Real Estate Sales Next Year

Real Estate Agent with Maricopa Real Estate Co BR645115000

What You Can Learn from Other Businesses



On my new Podcast, The Local Small Business Coach, I did an episode last week that talked about the three ways for you to increase your sales in your small business. I got to thinking later on, that this actually played out in our real estate world as well.


While there are many different ways to increase your sales, the reality is, they all fit into one of three buckets:


1) Increase your customer count

2) Increase your ticket average

3) Increase your frequency


Let’s take a look at how this works in our real estate world.


Increasing Your Customer (Client) Count

This one is probably the first thing we all think of. Find some potential clients!  Usually you are doing this via open houses, advertising or from your sphere of influence. Normally they have never done business with us before so they are new contacts that have the potential to purchase or sell a home.


Increasing Your Ticket Average

I have been experiencing this myself in my market. Our homes just a few years ago where selling for under $100,000 but now the average sale is more around $150,000 - $200,000. So by shifting the average home price, I can increase my sales and thus my profits as well. So, to increase your ticket, you need to shift to higher end homes which can be relative to your market. Even small shifts can make a difference.  


Increasing Your Frequency

This one is what we do by staying in touch with our past clients and ensuring they use us for any future sales. Even better if they lead to multiple sales via family and friends.  Some of you have stories of one client leading to 5-6 sales over a couple of years. How great is that?


Which is Best?

Now, you might be wondering which one is best for you and your business? The ideal solution is actually using a combination of methods. Just like I would recommend to any local small business owner.  

Now some of you will have most of your eggs in one basket. It might be easier for you. That is ok too. However, if you want to maximize your sales, then I recommend leveraging all three! 


If you are interested in listening to my Podcast Episode on this topic, here is the episode.




Remember, as we wind down this year, have a plan on how you will use all three buckets to grow your business in the coming year!


Good luck and kick butt!!

Posted by

-- ~~~~ 

Tammy Adams
Realtor®, Associate Broker, GRI (Graduate REALTOR® Institute), SRS (Seller Representative Specialist), ABR® (Accredited Buyer's Representative), ePro

A Maricopa Agent who Works, Lives & Loves Maricopa – Go Local!

The Maricopa Real Estate Company

21300 N. John Wayne Pkwy # 101, Maricopa, AZ 85139 
Cell: 520-233-8125  / 
Fax: (855) 271-7004







Listen to the Local Small Business Coach Podcast

Listen on the website or your favorite podcast app


Listen to the Start a Local Small Business Podcast

Listen on the website or your favorite podcast app

Comments (9)

John Pusa
Glendale, CA

Tammy Adams ~ Realtor Maricopa, AZ Excellent tips about to increase real estate sales next year.

Nov 15, 2016 09:00 AM
Tammy Adams ~ Realtor / Podcaster


Nov 15, 2016 11:18 PM
Jan Green - Scottsdale, AZ
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great way to dissect ways to improve your business.  I use a variety of methods including networking in person for new leads at events with few realtors, and where I'm known.  Congrats on the feature!

Nov 15, 2016 10:55 AM
Tammy Adams ~ Realtor / Podcaster

Thank you. I woke up to the feature. I was pleasantly surprised. Hopefully I spark some ideas   :-)

Nov 15, 2016 11:17 PM
Sondra Meyer:
EXP Realty, LLC - Corpus Christi, TX
See It. Experience It. Live It.

Although I hadn't really thought about this, you are correct - there are only three ways to increase sales - increase volume, quantity and/or the price per sale. Congrats on your feature and best wishes for an even more profitable finish for 2016.

Nov 15, 2016 12:42 PM
Tammy Adams ~ Realtor / Podcaster

You are spot on. Everything falls in one of these buckets. Thank you for the kind words   :-)   Good luck in 2017 and finish strong!

Nov 15, 2016 11:16 PM
Dorte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Tammy,

Very simple formula, but it works. I am glad that things were getting better for my clients in the last couple of years. The same efforts paid a little better by people pulling the trigger, being able to afford a little more or deciding to move again sooner, because they listened, when they bought originally & were sitting on more equity than expected. For next year, I hope some of the young families, I have come to know will start getting their own homes.

Nov 15, 2016 05:45 PM
Tammy Adams ~ Realtor / Podcaster

I'm sure with the great service you gave them you will!

Nov 15, 2016 11:15 PM
Alison Creamer
Keller Williams Elite - Virginia Beach, VA
Realtor,MRP,ABR, CDPE,IMSD,HamptonRoads

SO true..... leverage is another. I hired a new agent I'm mentoring and they do al, the running around !!!!

Nov 15, 2016 07:06 PM
Tammy Adams ~ Realtor / Podcaster

Another great one! Finding new clients through others! i love it!

Nov 15, 2016 11:15 PM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Now is the time to start thinking about changes to make in your business for next year--things you want to work on, to change.  If only I could add another couple hours to the day!

Nov 16, 2016 04:51 AM
Robert Vegas Bob Swetz
Las Vegas, NV

Hello Tammy

Wonderful post and featured to the group:


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Nov 17, 2016 02:39 PM
Patrick Willard
Rio Rancho, NM

Loved your point about combining all three. A long time ago, my second year in the business, a fellow agent in my office was very successful in a neighborhood of lower priced homes. He wanted to increase his income and our QB suggested going after business in higher priced neighborhoods. He did but he totally ignored the neighborhood he'd spend 2-3 years building business in, even turning down listings there to focus on very high end neighborhoods. I don't know what he's doing these days but he got out of real estate about 20 years ago.

Nov 18, 2016 01:03 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Tammy - very well thought out blog / pod cast.  It is timely now that we are working on business plans.

Nov 30, 2016 09:08 PM