Get Back on Track

Key Numbers:

• 95 transactions went pending in our company 2011, yielded $850,000 in commissions;
• 156 transactions went pending in our company 2012,  yielded $1,004,000 in commissions earning an extra $550,000 in commissions.

Think about sports teams that have training camps at the beginning of the year, all players participate, even if they make millions. Not so with real estate agents. We’re too cool, we wing it, we don’t practice.

Some of you listened to your coaches in the last quarter and made a fortune, lets do it again. Take the next 13 work days and do something out of your comfort zone. If you always call, do some doors; if you always door knock, call.
Change it up. This is training camp.

• Find 5 role play partners, one for each day.
• Write out the scripts daily for 30 minutes.
• Upgrade everything you are doing!
• Prepare pre-listing packages.
• Get picture updated, business cards updated.
• Update wardrobe.
• Clean car.
• Work on sales skills. The harder we work, the better results we will get.

5 thoughts for the next 13 days:

1. Manage time and schedule. Manage at least 9 hours of productive time a day. #1 reason off track is avoidable distractions;
2. Look for buyer and seller leads every day. We are in the meet the people business. If you are not on an appointment, you cannot make money.
3. Turning our leads into appointments. We all have the same leads. The longer you take to convert that lead into some kind of appointment, the greater the chance they will do business with someone else. Think of leads as vanishing in 5-10 days.
4. Turning an Appointment into a Highly Qualified Appointment. An appointment does not mean you are in the game yet. Find out the objections ahead of time to prepare. Do not walk away in this market.
5. Give an exciting, energetic, professional listing presentation. Most of us belong to the same MLS, have signs, access the same data, etc. The difference is energy and enthusiasm, it sells.

Record the Hot Market Script, send to Neil. We have to start with basics. And… get ready for a great year!