10 Ways You Can Finish This Year Off Powerfully


42-17776043The market has finally cut you some slack, listings are selling and buyers are purchasing homes, what more can you ask for? Where are you today with the goals you created for yourself in January? Are you doing better than you anticipated? Worse? Whether you are on track for your goals or you are terribly behind, let’s take a look at what you need to do now, to finish the rest of year off powerfully.

1. Work daily on your time management

Nobody is watching you, which is obviously a critical issue. Do you spend most of the day twiddling your thumbs or are you being productive? Are you really being productive or are you just pretending to be? Create a
schedule and follow it. Distractions are an everyday thing, so take charge
and control your day. Those of you from my office should be more than familiar with this because I’m one of the few brokers who actually hold you accountable to your schedule ;).

2. Look for Buyers and Sellers everyday…not occasionally

Since your business is entirely based on the interactions you have with buyers and sellers, wouldn’t it make sense for you to contact them everyday? If agents who are doing 100+ deals a year have the time to find new people to do business with everyday, doing anything less gives you no excuses to not do the same.

3. Prequalify all Buyers and Sellers…no exceptions

Your time is extremely valuable and if you have challenges with time management, this will drastically help you. Prequalify all your real estate leads before you make an appointment with them. Not going out on a listing appointment because they weren’t motivated to do anything is fantastic!  You can use the extra time you save prospecting for people who are actually motivated to buy or sell real estate. If this concept bothers you, than obviously you don’t nearly go after enough new business.

4.Work on making strong listing presentations

Whether your appointments to contracts ratio is low or high, it’s time to practice on your listing presentation harder than before. Ultimately, the better and stronger your presentation, the less objections you’ll encounter and the more contracts you’ll have. Also, having a strong listing presentation will give you the leverage you need to set a price on the home that will cause it to sell.

5. Show up professionally = getting contracts signed quickly

You wouldn’t expect your doctor to be wearing shorts and sandals when you go in for a check up, right? A “professional” is a well dressed, well groomed, and clean individual. The more professional you are, the less resistance you’ll get from a prospect who becomes easily distracted and judgemental by the way you dress and act. The less resistance, the less energy you will need to spend, convincing them that you are the right agent for the job.

6. Ask them to sign the contract, please!

Glengary Glen Ross, made it popular: A.B.C – Always be closing. If you don’t ask for the sale, don’t expect to get one.

7. Learn the objection handlers

The faster you make the decision to take action and practice your objection handling skills, the more deals you’ll close. Since clients have been given the same 8-9 objections they’ve been giving over the past 30 years, wouldn’t it make sense to learn how to handle them?

8. Negotiate contracts

After you get a client, it’s your job to provide them with the services they will be paying for. You sold them on why you can handle their deal, now it’s your turn to over deliver their expectations.

9. Administration of the deal

This also includes the overall services of what you sold your client on. Everyday, spend about 20% of your time staying on top of your deals.

10. Have the ability to start everyday over fresh

Think of your business like a clean sheet of paper everyday. What happened yesterday or the day before doesn’t mean anything. If your business isn’t growing, it’s dying. What you do today, right now, will affect you 30/60/90 days from now.

With this 10 strategies, tips, and techniques, you can expect to see your business grow at full throttle. What have you been doing so far this year? Are you track to hit your goals?

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3 Responses to “10 Ways You Can Finish This Year Off Powerfully”

  1. Keahi Pelayo 29. Jul, 2009 at 4:23 PM #

    Neil, As always you are giving great advice. Thanks for the refresher.


  2. Yolanda Cordova 29. Jul, 2009 at 11:07 PM #

    Hello Neil,

    Thank You for these amazing tips.

    And, like you have always said, never forget the three magic words:




    Sincerely yours,

    Yolanda Cordova


  3. Randy Ventura 31. Jul, 2009 at 11:23 PM #

    Still cranking out the best! Hugs


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