Are you on a real estate roller coaster?

By
Services for Real Estate Pros with Marte Cliff Copywriting

If you’re busy all day every day, and not taking time to prospect, you just might be on a real estate roller coaster.

This roller coaster is a bit different from amusement park rides. It’s a lot of fun while you’re goingreal estate roller coaster up, but the ride back down can be brutal. Instead of automatically going right back up after it goes down, the plunge down can take you to a long level stretch with no income before you start the climb back up.

Roller coaster rides happen a lot in real estate for one simple reason: Busy agents tend to skip prospecting.

Then when all of their current transactions close, they’re left with no listings and no eager buyers. They have to start all over again. And as you know, that can take some time.

What can you do to avoid the real estate roller coaster?

  • Keep prospecting.
  • Follow up with every lead as quickly as possible – and don’t let go of them.
  • Make sure your past clients and those in your sphere of influence aren’t allowed to forget you.

I know – you have no time, but if you want to stay off that roller coaster, you’ll find some.

All three of those tasks can be automated, so aside from responding to new clients, you don’t have to keep at it every day. And, an assistant can take care of much of the automation process.

Automation makes it easy.

Using email is the easiest, because you can write or choose your prospecting letters, upload them to an auto responder to go out at set intervals, and forget about it.

If you want to prospect by postal mail, try the system outlined on this page.

Don't allow excuses.

Don't give yourself excuses - or don't let yourself listen when you do. Keep prospecting, following up on leads, and staying in touch with past clients and your sphere.

Stay off the real estate roller coaster and keep those closings coming!

Image courtesy of foto76 at FreeDigitalPhotos.net

Comments (26)

Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Joan Cox - That would be frustrating! Having the listings and helping sellers sort through the offers sounds more productive. But, I know, you need to help buyers too.

 

Jul 14, 2021 10:09 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Michael Jacobs I've seen it happen over and over - and long before there was a shortage of listings.

Jul 14, 2021 10:11 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Nina Hollander, Broker That's why I like automation. It keeps working when you don't have time.

Jul 14, 2021 10:12 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Kat Palmiotti - Yes, making it important is the only way to get it done. Even if you have to fit gardening in between. ☺️

Jul 14, 2021 10:13 AM
Kat Palmiotti

Haha, that's exactly what I do Marte Cliff !

Jul 14, 2021 01:23 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Ginger Harper - the roller coaster makes it hard to plan your monthly budget!

Jul 14, 2021 10:15 AM
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great timing!  It's so easy to get caught up in a busy real estate career and forget to reach back out to those past clients and sphere in general!   GREAT post!

Jul 14, 2021 02:01 PM
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

It is a great reminder. I schedule my day and break it into a mix of selling current listings, making sure pending listings are closing on time and getting new listings. Sprinkle in buyer clients to live up the day, 

Jul 14, 2021 02:57 PM
Buzz Mackintosh
Mackintosh REALTORS - Frederick, MD
“Experience, reliable, leadership”

Great reminder, always stay in touch with your SOI and the lead will continue to flow!

Jul 14, 2021 06:02 PM
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Such a timely post Marte Cliff  Always keep your pipeline full!

...and last week's Zoom with Sham Reddy CRS stressed the importance of prospecting!

Jul 14, 2021 09:21 PM
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

What goes up must come down and the ride is totally different depending on the direction!  It is indeed a crazy market and a good time to have the listing 

Buyers are being rejected left and right and it is difficult with low inventory to help people get into homes. 

You make very good points and I do appreciate your perspective on marketing! 

I bought your letters for farming and they have real value. Wish i had more time to impliment  Thank You Marte

Jul 15, 2021 01:15 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Marte:

The roller coaster is a pretty apt analogy for our business, and as you say some parts of that ride are more fun that others. There is some easy-to-follow advice to avoid  a lack of business. As always, staying in touch with those that know us is essential.

Jeff

Jul 15, 2021 05:59 PM
Ed Silva
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Ironically, my ride so far this year has been rather smooth and as I have very few buyers a lot of that frustration is not at all missed by me.

Jul 16, 2021 09:17 AM
Anna Banana Kruchten CRS, CRB, Phoenix Broker
HomeSmart Real Estate BR030809000 - Phoenix, AZ
602-380-4886

Hi Marti - I gave up roller coasters in real estate years and years ago.  KISS, keep in touch with ones sphere and enjoy the referrals that come in naturally.

Jul 16, 2021 11:48 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Jan Green I know that when I was an agent I got caught up in that. Of course, back then we weren't using email, so there was no easy way to automate messages.

Scott Godzyk It sounds like you've got a good plan all worked out. But since it's you, I'm not at all surprised!

Buzz Mackintosh - Never let anyone forget you!

Jul 16, 2021 01:14 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Margaret Rome Baltimore 410-530-2400 It does feel pretty awful when that pipeline is empty!

Debra Leisek I'm glad you like my letters. Now you need to automate mailing so it doesn't get lost in the shuffle.

 

Jul 16, 2021 01:17 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Jeff Dowler, CRS You absolutely don't want a past client or someone in your sphere to ask "Do you still sell real estate?"because they haven't heard from you in so long.

Ed Silva Yes, I'd think that having the listings this year would make for a much smoother ride.

Anna Banana Kruchten CRS, CRB, Phoenix Broker I would expect nothing less from you!

Jul 16, 2021 01:20 PM
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
Carolina Life RealEstate & Relocation 919-602-8489

Marte, great post. It can be so difficult for some agents to get off the RE roller coaster. We've all been there. I have finally found a good spot in my business. I have someone who follows up on internet leads, someone who does my transaction coordination, and someone who does my marketing. This allows me to focus on my clients and leads that come from agents, past clients and my sphere. After all, they are gold!

Jul 17, 2021 05:47 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Hi Marte Cliff 

What an excellent post..so glad to see it featured. Its the secret to staying off the RE roller coaster. It isn't easy but once you understand prospecting never stops you will not be experiencing the roller coaster ride and enjoy consistent closings!

Jul 17, 2021 06:26 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Carla Freund It sounds like you have a good system figured out - and will probably stay on the freeway instead of the roller coaster!

I agree that those people are gold. When I'm talking to new agents, I tell that that is their gold mine, but for it to produce, they have to mine it.

Dorie Dillard Austin TX Yes - even if your past clients and sphere are valuable sources of new business, eventually they can run out of people to refer to you. Consistent prospecting will keep you expanding that pool of past clients - for even more referrals and repeat business.

Jul 20, 2021 01:47 PM
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing Marte! You are right on the money!

Roller coaster rides happen a lot in real estate for one simple reason: Busy agents tend to skip prospecting.

Jul 24, 2021 09:54 AM