Well, the first quarter for 2020 is now history. I just ran my sales numbers and no I didn’t meet my sales goal. What I did meet was not having any expired, rejected or cancelled offers. The previous year I had 5 of those time wasters in the first quarter. My second quarter had even more offers that never made it to escrow.
However, what I currently have in my sales pipeline could potentially take care of the shortages for the first quarter and could probably meet my entire second quarter sales goal by the end of this month. I then shared my results with my broker Judith Ritter and her supportive response was excellent.
Yes, reviewing these numbers did boost my sales attitude. My overall goal for 2020 is to increase my commissions by 50%. I believe I am on track to achieve that goal. Yippee!
Additionally, I have revised my tracking process once again and now believe I am working far more efficiently (doing things right) and effectively (doing the right thing). Each industry is different.
With 20 years in B2B corporate sales, 20 years in consulting (leadership, strategic planning, sales and executive coaching), real estate’s is different as how to track sales leads. There is far more up front time (before the offer is made) and considerable time invested while the accepted offer is in escrow. Then there is the after the sale time which can also be considerable.
For example, this weekend the listing agent and I are working together to take care of an issue on a property in escrow. We want this property to close and time is of the essence.
The issue is one of simple labor, but if we didn’t do it the seller would be charged additional dollars and a potential delay in close of escrow. I volunteered to help her as this was a transaction in which we would both benefit. The seller has been very accommodating regarding all repairs and I don’t believe in taking advantage of anyone. Also, per the Code of Ethics, I am supposed to protect and promote my client.
Looking at these sales figures, ensures I don’t confuse motion with progress and activity with results. Since I am a results person, the numbers did boost my sales attitude especially now with the current situation. Thank heavens in AZ real estate is still considered an essential business.
What continues to surprise me is the number of real estate agents as well as salespeople in general who don’t know their numbers. They lack WAY SMART (Written, Actionable, Yours, Specific, Measurable, Aligned to Purpose, Passion and Plans, Realistically Set High, Target Date-Time Drive) goals and lack any written strategic plan.
So if you want to boost your sales attitude, take time to review your sales results for the first quarter of 2020. Look to your 2019 results and do a comparison. Then identify what is in your sales pipelines because in real estate we have more than one sales pipeline.
- In escrow
- Pending offers
- Prequalified and actively looking for property
- New to search process; just beginning the search (not prequalified)
- Just looking, possibly buying in the future
Possibly, these quotes may keep your Sales Attitude positive:
Forget about the business outlook, be on the outlook for business.
Paul J. Meyer
Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.
William Clement Stone
Your attitude, not your aptitude,
will determine your altitude.
Graphics Courtesy of Pixabay.com